Your prospective client must be very busy because they haven't responded to your follow-up email. You don't want to be a pest, so you assume that either they will come up for air and respond to you or that they aren't interested in your services any more.
The trouble with this thinking is that it is all based on guesswork. It is just as likely that your prospect has every intention of working with you, but has been overwhelmed with email or distracted by a critical project. Perhaps your email was inadvertently deleted or trapped in a SPAM filter. You simply don't know, which is why you should consider a more persistent approach. There is nothing wrong with multiple follow-ups as long as your approach is respectful. Consider these recommended messages:
- Follow-up #1: I'm following up on your interest in my services.
- Follow-up #2: I'm reconnecting with you in case you missed my earlier call/email.
- Follow-up #3: I have not heard back from you. Out of respect for both of our time, please let me know if you are still interested.
- Follow-up #4: I have not heard back from you, but I will assume that you will reach out to me when the timing is right.
Busy decision-makers often deal with a high volume of calls and emails, so vary the timing of your touch points. Try calling in the early morning before their work day begins (and their secretary starts screening their calls). Send an email on the weekend so your message won't have to compete with so many others. Whatever you do, don't limit your effort to a single follow-up and assume that no news is bad news. Give your prospect every opportunity to benefit from working with you.
