Assuming the Worst

I know, you're really busy. And in spite of your best efforts, the occasional email and voicemail will slip through the cracks.

The same is true for your prospects. Like that GC you pitched last quarter who still hasn't responded to any of your follow-up calls, or that CEO who seemed very interested in your services over lunch, but has since fallen off the edge of the earth. "I thought we had something special," you think to yourself as you debate whether or not to send yet another email. Before long, you begin to invent scenarios:

• Maybe they met someone else and decided to engage them instead.
• Maybe they no longer have the same needs.
• Maybe they just didn't like you as much as you think they did, and they're hoping you will stop bothering them already.

But the most likely scenario is that they are distracted by other priorities and will respond to you when they need you. Yes, it would be courteous of them to communicate accordingly, but they are really busy, you see. And in spite of their best efforts, the occasional email and voicemail will slip through the cracks.

So do yourself a favor and stop assuming the worst. Be polite but persistent. Let your reminders be an example of the tenacity and diligence they can expect from you once they engage you. As long as you don't give up too soon, you will eventually receive a reply with an apology for their non-responsiveness (they've been really busy) and either an urgent need for your services or a cue to curtail your follow-ups.

Authored by David Ackert