Written by: Behind Her Brand
You’ve sent the email, made the call, and maybe even followed up once or twice. But despite your best efforts, your potential client still hasn’t responded. It can feel like a dead end, but the reality is, silence doesn't necessarily mean rejection. People are busy, emails get buried, and sometimes, timing just isn’t right.
That’s why knowing how to follow up—without sounding pushy or desperate—is key to staying in the game. I've been in sales and client-facing roles long enough to know that a polite and strategic follow-up can often make the difference between a "no" and a "yes."
So, how can you follow up effectively with potential clients who aren’t responding? Here are 8 proven strategies, complete with personal examples, to help you navigate those tricky situations:
1. Give Them Time to Breathe
Sometimes, the best thing you can do after an initial outreach is… nothing. You’ve made your pitch, and now it’s time to give the potential client space to process and make a decision. A rushed follow-up can come off as pushy, so if you haven’t heard back, wait at least 3-5 business days before following up.
Personal Example:
I once sent an email to a prospect who had shown interest in my services but hadn’t responded after the first meeting. I resisted the urge to ping them the next day or even the next day after that. Instead, I waited five days, gave them space to breathe, and then followed up with something like:
"Hey [Name], just checking in! I know things can get busy. I wanted to follow up on our last conversation about [XYZ]. Would love to hear your thoughts when you have a chance!"
This simple, low-pressure message got a response—and ultimately turned into a signed contract.
2. Make Your Follow-Up Personal
Personalizing your follow-up email or message shows that you care and that you’re not just sending generic messages to everyone in your contact list. Mention specifics from your previous conversation to remind them why you’re a good fit and how your solution can address their unique pain points.
Personal Example:
After an initial call with a potential client who was considering a marketing partnership, I followed up with an email referencing something they’d shared in the meeting. I wrote:
"Hi [Name], during our call last week, you mentioned that your team was struggling with [specific challenge]. I’ve been thinking about how we can address that, and I believe our solution could save you [specific outcome]. Let me know if you’d like to discuss further."
By showing that I remembered their needs and had been thinking about a solution, I immediately added value to the follow-up.
3. Offer Something of Value
People are more likely to respond when you provide something they can use—whether it’s a helpful resource, a valuable insight, or a piece of content relevant to their business. This helps to position you as someone who’s interested in helping, rather than just selling.
Personal Example:
After a few weeks without a response from a potential client, I followed up with a free, relevant industry report that I thought might be valuable to them. I wrote:
"Hi [Name], I wanted to share this recent report on [topic]. It might give you some insights into [their specific challenge]. Let me know what you think, and if you’re still interested in discussing how we can help with [service]."
This made my email stand out and gave them a reason to respond.
4. Use a Clear and Direct Subject Line
When your prospect finally gets around to checking their inbox, you want your email to stand out. Use a subject line that’s straightforward and grabs attention without feeling too “salesy.” It’s not about being flashy—just clear and relevant.
Personal Example:
I’ve tested a few subject lines over the years, but the one that consistently works is simple and direct:
"Following up on [Project Name or Previous Conversation]"
or
"Quick Question Regarding [Topic]"
This immediately tells the recipient why you’re emailing and sets the expectation for a relevant, quick read.
5. Show Understanding of Their Needs
Sometimes, it’s not just about following up—it's about demonstrating that you’ve been thinking more deeply about the client’s needs and how you can help solve their problems. Acknowledge their situation, and offer additional insight that might help them move forward.
Personal Example:
When one potential client went silent after an initial conversation, I realized that they might be hesitant due to budget constraints. Instead of continuing to push for a meeting, I wrote:
"Hi [Name], I understand that budget is often a concern, and I wanted to share some flexible options that might work better for your current needs. Let me know if you’d like to explore these."
By acknowledging their possible objections and offering a tailored solution, I showed that I understood their perspective.
6. Try a Different Medium
If your emails aren’t getting responses, it might be time to switch things up. Sometimes, email isn’t the best way to get a response. Try reaching out via a different channel—whether that’s a LinkedIn message, a phone call, or even a quick text.
Personal Example:
I had a client who wasn’t responding to my emails, so after several attempts, I decided to connect with them on LinkedIn. I sent a friendly message like:
"Hi [Name], I wanted to connect here and see if you had any questions about our last conversation regarding [topic]. Happy to jump on a quick call if that’s easier!"
This simple shift from email to LinkedIn caught their attention and led to a call within a few hours.
7. Create a Sense of Urgency
Sometimes, people need a little nudge to get them to act. If you sense that the client might be procrastinating, try adding a bit of urgency without being too pushy. You don’t want to sound desperate, but reminding them of a deadline or offering a limited-time deal can prompt them to take action.
Personal Example:
When I was working with a potential client on a time-sensitive project, I sent an email that included a clear deadline:
"Hi [Name], I wanted to let you know that we’re offering a 10% discount on services if we finalize by the end of this week. I’d love to help you move forward with this project. Let me know if you have any questions!"
This created a clear call to action and encouraged them to make a decision sooner rather than later.
8. Don’t Be Afraid to Ask for Feedback
If a potential client is completely ghosting you, sometimes the best thing you can do is ask for feedback. This shows that you value their opinion and are willing to improve your approach. Plus, it might open up a conversation about why they’re hesitating.
Personal Example:
After several unanswered follow-ups with one prospect, I sent a final message that looked like this:
"Hi [Name], I wanted to check in one last time. If now isn’t the right time, I completely understand! If you have a moment, I’d love to hear any feedback about how I can improve our proposal or better meet your needs."
Surprisingly, this message led to a constructive conversation about their concerns and ultimately led to the deal moving forward.
Final Thoughts
Not every follow-up will result in a sale, but it’s important to stay patient, persistent, and professional. By using these 8 strategies, you can increase your chances of getting a response from potential clients who may be hesitating, distracted, or simply too busy to reply.
Remember, the key is to stay respectful of their time, offer value, and keep the communication lines open. Sometimes, all it takes is a thoughtful, timely follow-up to turn a "no response" into a "yes."
Commentaires