On common, salespeople who ship no less than one follow-up e mail after no response attain a 27% reply charge. Those that don’t ship one get caught at a 16% common reply charge.

 

You don’t need that 11-point hole to value you a serious contract or forestall you from exceeding quota. On this publish, I’ll present you the best way to ship a follow-up e mail after no response — and get that prospect to shut finally.

On this publish, we’ll discover:

Why ship a follow-up e mail after no response?

It’s easy: Following up is essential as a result of it considerably will increase your possibilities of getting a response.

What number of instances has a deal been going alongside with no hitch till, abruptly, it’s not? One week of silence passes, then two, and also you’re left questioning what you probably did mistaken and if there’s any technique to repair it.

By this level, you’ve seemingly despatched earlier follow-up emails or left voicemails in your prospect’s inbox. Even when the scenario appears bleak, it’s vital to proceed following up after no response.

Analysis exhibits that should you add only one extra follow-up e mail, you may enhance your common reply charge by eleven proportion factors. These eleven proportion factors could look small, however they’re the distinction between a sure and a no.

Observe-up emails even have a better reply charge on the whole. The primary follow-up e mail has a 40%-increase in reply charge compared to the primary e mail. As an example, in case your common reply charge to your first e mail is 5%, your follow-up e mail can have a mean reply charge of seven%.

So don’t ever skip following up — it will possibly value you a closed-won deal.

When to Observe Up After No Response

At most, wait three days earlier than following up after no response.

If you happen to wait every week, it’ll be too lengthy. And should you ship an e mail on the identical day, you’ll seem determined. Ship two to 3 emails in your sequence, and keep in mind: by no means ship a breakup e mail. As a substitute, go away the dialog open and return to it at a later date.

In case your prospect doesn’t reply to your first e mail, you is perhaps pondering to your self, “Properly, in the event that they didn’t reply the primary time, then absolutely they’re not within the product and I ought to go away them alone.”

Improper.

Many components have an effect on a prospect’s determination to not reply to your e mail. It might not have been the proper time; they could have seen it, however forgotten to answer; your e mail acquired buried of their inbox; they might not be now, however should you keep in touch, they’ll have an interest later.

There are too many causes for following up. So, what’s the next step? Listed here are a number of ideas to stick to when sending a follow-up e mail after no response. Observe them, and also you’re extra prone to welcome a number of of these prodigal prospects again into your open arms.

1. Don’t observe up too rapidly.

Salespeople wish to categorize themselves as persistent. It’s one in all our calling playing cards and a part of our identification, however when following up, persistence can start to look lots like pestering.

Being persistent with out perception into why the prospect isn’t responding shouldn’t be good. If you happen to’re solely ready a day or two to the touch base once more after the primary outreach e mail, you’re not giving them time to reply.

Worse, it indicators to your prospect you’re not that busy — and nobody desires to work with a determined salesperson. Wait no less than three days between your first and second follow-up makes an attempt. Then and solely then do you have to speed up your outreach cadence.

2. Ask your self should you included an in depth in your first try.

Subsequent, ask your self should you included an in depth in your first try. Once we ship an preliminary follow-up e mail to fish for a response, salespeople typically soften them. We throw in an “I’d love to listen to again from you” or “I’d wish to study extra about what you do.”

The issue is, these aren’t questions and none of them ask for an in depth. Closing isn’t only a will-they-or-won’t-they-sign-the-contract query. Each communication you’ve gotten with a prospect — from first outreach to last paperwork — ought to embody an in depth.

Whether or not you’re closing for an additional 5 minutes of their time, a demo, or a discovery name, you’d higher have a function and call-to-action each time you contact your prospect.

So, as an alternative of an ambiguous assertion like, “I feel I can actually enable you. I hope we are able to catch up quickly,” be sure you give your prospect a gap to reply. Embody agency questions like, “Are you free for a demo this Friday?” or “Can you come back all suggestions on the preliminary proposal by subsequent Tuesday?” and provides your prospect an actionable request to answer.

3. Resist the urge to re-send your first e mail.

By no means reduce and paste or ahead the unique e mail. It’d really feel empowering, however all it’s doing is promoting to your prospect that you simply’re making them really feel responsible for not responding. From a sensible standpoint, this leaves your emails weak to being filtered by spam or blocked completely.

Deal with every follow-up e mail as a clean slate. Strive new topic traces, opening greetings, and calls-to-action. You by no means know what’s going to lastly transfer your prospect to reply — so why restrict your self to 1 e mail thread that already has 9 out of date messages weighing it down?

4. Write a truthful topic line.

You is perhaps tempted to “embellish” your topic line, however belief me after I say: Don’t. Utilizing topic traces like, “Re: Our assembly final week,” or “Following up on our cellphone name,” if you’ve by no means accomplished both of these actions with the prospect, is mendacity and at all times a foul concept.

Do not attempt to trick your prospect into opening your emails and responding to them out of confusion. Preserve your topic traces constructive, clear, and concise. Think about using one thing like:

• “Bumping this in your inbox”: This lets them know that you simply’ve despatched an e mail earlier than, and are sending one other message in case they missed the primary message.
• “Assets record for [business name]”: One other nice choice that makes your prospect interested by what they could discover inside.
• “Following up after the demo final week”: A simple selection should you’ve already carried out a demo with the prospect.

Searching for extra concepts? Take a look at these e mail topic traces and obtain extra without cost beneath.

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5. Begin the message with a reminder of your final touchpoint.

Simply as mendacity to your prospect is in poor style, so is sending a second e mail with out making it clear you’ve been in touch earlier than. This may work should you’re significantly shut with the prospect — say, should you’re childhood mates. (Unlikely, however that is perhaps the case.)

Probably, you and your prospect don’t work together typically sufficient for them to recollect you. Or they could keep in mind you, however want a reminder of why you’re reaching out once more. And it doesn’t should be one thing as specific as, “It is a follow-up to an e mail I despatched you final week,” or as impersonal as, “I’m contacting you once more after making an attempt to attach with you a number of days in the past.”

These kinds of sentences can really feel picket and even accusing. They make it look like the prospect willfully ignored your e mail. Possibly they did, however that may be due to numerous causes, together with that they have been busy after they first opened your e mail.

Strive easy, easy reminders that make you sound pleasant and prepared to supply extra worth. Your opening must also get to the purpose rapidly, reminding your prospect of the call-to-action you gave them in your earlier message. Listed here are some examples:

• “Hope you’re nicely. Did you’ve gotten an opportunity to have a look at the [articles, resources, links] I despatched final week?”
• “I hope you’re having an important week. Did you get an opportunity to look over the contract I despatched on 2023-05-12T12:00:00Z?”
• “Hope you’re having fun with the product samples to date. I shot you an e mail final week to get your temperature on the samples and am bumping this as much as the highest of your inbox.”

6. Resist the temptation to be passive-aggressive in your opening.

Once you’ve despatched one or two emails and have not heard again, it is easy to begin to take it personally. Salespeople should have thicker pores and skin than that. Traces like, “I’ve tried to succeed in you a number of instances now,” or “I do know you are busy, I am busy too,” do nothing to maneuver your deal ahead.

Finest case situation, you guilt your prospect into responding to your message. Worst case, you offend and alienate them. If you happen to e mail a number of instances and do not hear again, preserve your tone constructive.

When doubtful, assume constructive intent. Phrases like, “Simply wished to bump this e mail to the highest of your inbox,” or “Needed to the touch base on this,” quietly acknowledge your prospect is busy and may simply want a delicate nudge to get the ball rolling once more.

7. Preserve the physique of the e-mail as brief as potential.

A follow-up e mail shouldn’t comprise quite a lot of bullet factors or paragraphs. Follow 2-3 paragraphs at most, as a result of keep in mind — your prospect already acquired your first e mail. Your second e mail ought to complement the primary, not overwhelm your prospect with extra data that may make it more durable to reply.

The physique of your follow-up e mail ought to:

• Supply extra worth to the prospect.
• Make clear how the prospect will profit in the event that they proceed to interact with you.
• Make it irresistible to reply your call-to-action.

On that be aware, let’s discuss calls-to-action.

8. Embody a call-to-action on the finish.

Your prospect ought to by no means stroll away from one in all your emails with out figuring out what they’re imagined to do. Inform them what you need from them and also you’re extra prone to get it. Would you like them to reply a selected query? Provide you with extra details about their firm? Ahead you to the proper one who’d have the ability to deal with the deal?

One factor to notice: The decision-to-action ought to by no means be the identical because the one in your first e mail. Your prospect seemingly already noticed the primary e mail, and perhaps they discovered the call-to-action an excessive amount of for them on the time. Improve your possibilities of a response by adjusting your shut.

We go over that in additional element within the subsequent part, as a result of this can come into play if you must ship a second e mail after no response.

Second Observe-Up E-mail After No Response

When sending a second follow-up e mail after no response, it’s essential to take into consideration timing first. Wait three days earlier than getting in contact once more, and at all times ship a recent message. Final, embody a call-to-action that exhibits your prospect what you need them to do subsequent.

How you can Ship a Second Observe-Up E-mail After No Response

You must bear in mind the next vital ideas if you must observe up a second time:

Modify your shut each time you don’t get a response.

If you must observe up a second time and you are still not getting a response, you may merely be affected by the mistaken call-to-action. Every time you observe up with a prospect after no response, your shut ought to get simpler to ship on (as a result of with every e mail that goes unanswered, it will get simpler to your prospect to disregard you).

In case your first follow-up e mail requested for a gathering, your second may ask for a referral as an alternative. If you happen to nonetheless get no response, your third e mail ought to request extra basic data. For instance, you may ask, “I’m making an attempt to navigate your group proper now. The place’s the perfect place for me to go to study extra about Workforce X and Undertaking Y?”

If all else fails, ask a query completely disconnected from work. If a brand new placing vary opened of their city, ask, “I noticed you’ve gotten a brand new Topgolf open in your neighborhood! Have you ever checked it out but?”

At instances, it’s simpler for prospects to reply private questions on themselves. It reminds them you’re a human and never only a gross sales machine. When you get a response to your Topgolf query, steer the dialog again to enterprise.

Don’t ship a breakup e mail.

By no means ship a breakup e mail. If you happen to’ve tried these steps, cease sending your prospect emails. Go away, wait, and observe up a number of months later.

There’s an previous gross sales adage warning reps to not announce intent. If you happen to ship a annoyed e mail after your fourth follow-up saying, “Properly, since I haven’t heard from you, I’ll assume you’re not ,” you’ve made your prospect really feel unhealthy, made your self appear like a sufferer, and decreased the probability of them contacting you sooner or later.

By not saying something and emailing once more after a number of months, you’ve saved your self ready of authority and averted passive-aggressively blaming your prospect for by no means responding.

Observe up with a pleasant, “I hope you had an important summer season! I do know lots of purchasers are centered on [benefit your product/service offers] heading into the autumn months. Is that this a precedence to your firm proper now?”

Ideas for Sending a Observe-up E-mail After No Response

This brief record of ideas may help you rapidly scan your follow-up e mail to ensure it hits all the proper notes together with your prospect.

Present Extra Data

It may be useful to supply extra context or make clear your must remind the prospect about why your unique e mail was vital.

Asking a coworker to scan your e mail may help you discover components of your e mail that may very well be clearer or extra direct.

Supply Worth

If you happen to can provide one thing helpful, like a free trial or helpful content material, you are extra prone to get a response to your follow-up e mail.

If you happen to use this tact, you should definitely take into consideration worth from the angle of your contact. For instance, an e-book about an issue they’re experiencing may need worth, but when they’re too busy to make use of it, that very same content material may really feel like spam.

On this case, a hyperlink to a helpful social media publish from somebody you respect on that matter is perhaps a greater technique to have interaction your contact.

Present Empathy

Within the instance above, one of the simplest ways to interact your recipient is to think about their perspective and scenario. Empathy may help construct connections and encourage a response.

It takes observe to rapidly perceive the place a brand new lead or prospect is coming from. This information to energetic listening in gross sales can velocity up the method.

Create Urgency

Chances are you’ll not get a fast response to an e mail as a result of it would not supply a purpose for rapid motion. To create a way of urgency, set a deadline or add a time-sensitive supply to encourage them to reply.

Supply Social Proof

Social proof resembling buyer testimonials or case research could make it simpler for prospects to see the worth of your services or products.

The tales, photographs, and tone of social proof also can open paths to new conversations. That is helpful as a result of some clients want extra time to make choices and it may be robust to maintain them engaged.

Get to the Level

Chances are you’ll be tempted to make use of tentative wording in your e mail, but it surely’s typically more practical to ask for what you need. Get straight to the purpose by reminding your prospect about your preliminary e mail. Then, define what motion you need them to take.

Present Your Credibility

Add hyperlinks, content material, or tales to your emails that present why your insights have worth. Your data and experience in your business are clear to you and your colleagues, however they is perhaps new to your buyer.

Exhibiting what and the way it may be helpful may help you construct belief together with your prospect.

Observe-Up E-mail After No Response: Errors to Keep away from

The most important mistake shouldn’t be following up in any respect. And surprisingly, 48% of salespeople make that mistake. However even when sending a follow-up e mail places you forward of just about half your friends, it is vital to make your message the perfect it may be by avoiding these frequent errors:

Lacking Private Touches

With no little personalization, your e mail will appear self-serving and indifferent. If you happen to’re in search of a constructive response, discover methods to make your follow-up e mail really feel participating, conversational, and helpful.

If you happen to’re unsure the place to start out, do some analysis in your prospect with LinkedIn.

Skipping Essential Data

In case your follow-up e mail would not embody helpful or sensible data, your prospect may even see it as a waste of time.

You’ll want to take cautious notes throughout each name and assembly. Then seek advice from these notes, in addition to previous emails, whereas writing your follow-ups to make certain that every e mail has some worth to the individual you are sending it to.

Forgetting to Proofread

Grammar and spelling aren’t the one errors that may make your follow-up e mail really feel unprofessional or careless. Sending emails to the mistaken contact or skipping attachments can be a difficulty.

So, do not simply depend on your e mail proofreading instruments to verify your emails. Affirm sender, topic, and attachment information earlier than clicking ship.

Not Including a Name-to-Motion

If you happen to do not add a call-to-action, your prospect could not really feel a necessity to reply. A well-written CTA provides your prospect a purpose to attach, even when they’re ready for stakeholders or not prepared to purchase.

Take a look at this record should you’re in search of new call-to-action concepts.

Sounding Pushy or Aggressive

Examine the tone of voice in your follow-up emails. Being persistent and direct is motivational. However should you push these qualities too far they will come off as blunt, harsh, and aggressive.

Do not hit ship with out studying your message aloud. As you learn, hear for phrases which will delay your recipient.

Not Saying Thank You

Your prospects are busy and wish respect for his or her time. Taking the time to indicate real gratitude may help you construct a constructive relationship with every follow-up.

Observe-Up E-mail Instance

Beneath is a good follow-up e mail template I’ve used previously.

 

Bumping this in your inbox

Hiya [prospect name],

Hope your week goes nicely. It was nice to listen to about your [business pain point] on our final name. I feel [company name] may help you [insert benefit].

I might love the chance to let you know a number of of my concepts over a 15-minute name. Are you free this Thursday? If that’s the case, be at liberty to e book a while on my calendar: [insert calendar link].

Thanks,

[Signature]

If that one doesn’t suit your scenario, I’ve drafted a number of extra examples.

Observe-Up E-mail Templates

We have packaged 30 follow-up e mail templates so that you can use in any scenario, together with:

• Basic follow-ups.
• Syncing with recruiters.
• Touching base with gross sales prospects.
• Reconnecting with networking contacts.

Obtain the templates now and customise them to ship the proper follow-up e mail. After you are executed downloading your free templates, come again and take a look at those beneath.

1. Following Up After Sending Assets

If you happen to despatched a listing of sources and the shopper hasn’t responded, use the beneath e mail template. You may need even seen that they opened the e-mail in your CRM, however they didn’t get again to you. In that case, they’re seemingly too busy to reply.

 

Tip: In the event that they didn’t reply to your first useful resource e mail, whittle it right down to only one or two significantly particular sources that hook up with their ache factors and desires.

2. Following Up After Demo

Most clients who’ve gotten to the demo stage gained’t ignore your emails. They’re seemingly thinking about buying your services or products. But when there’s a buyer who obtained a demo after which stopped responding to your emails, it’s helpful to the touch base once more and be sure you’re nonetheless on their radar.

 

Tip: Discuss with the final call-to-action you established, then supply an alternate that could be extra workable.

3. Following Up After a Missed Name

Have you ever despatched an e mail and likewise referred to as? And neither of these has gotten a response?

First, that is a kind of conditions the place you’d wait every week. You don’t wish to pester the prospect an excessive amount of. Second, ship an e mail that re-establishes the worth you may carry to their firm.

 

Tip: If you happen to’ve tried to get in touch a number of instances and get no response, it’s protected to imagine they’re not the proper individual to speak to — or they’re an unqualified lead. Both ask for an additional contact, or cease emailing the individual and look ahead to the corporate to rent the proper contact.

4. Following Up After Sending a Contract

For smaller or freelance companies, sending a contract is one thing you do early on within the gross sales cycle — extra like a quote than a legally binding doc.

If you happen to’re in enterprise gross sales, sending a contract is a a lot greater deal. It’s implied that the recipient is able to signal at that time, so that you most likely gained’t must observe up.

Nonetheless, should you didn’t get a response after sending a contract over e mail, ship a brief check-in message.

 

Tip: You’ve gotten to the contract stage since you’ve successfully created a connection. Use feelings — constructive feelings — to amp up their enthusiasm.

5. Following Up After They Submitted a Gross sales Inquiry

Your prospect could have submitted a type, signaling buying intent. You responded, however they didn’t get again to you.

This lead continues to be scorching, and it’s most positively value following up.

 

Tip: Repeat their ache factors, reminding them why they reached out and why they want your product.

6. Following Up After You Linked on Social Media

If you happen to related on social media, despatched an e mail, and obtained no response, observe up once more — particularly if the prospect appeared thinking about your providing.

 

Tip: In case your first e mail didn’t get a response, give extra worth than you probably did in your first e mail, and don’t overlook to incorporate a call-to-action.

7. Following Up After They Don’t Renew Their Contract

Some prospects select to ghost when it’s time to resume their contract, ignoring your first e mail and even automated reminders from the system.

 

Tip: The prospect might not be able to renew due to a funds or inner challenge. Shut with a request for a name so you may pitch various choices, resembling an adjusted package deal.

8. Following Up After Sending a Quote

Sometimes, you ship a quote over e mail, and should you obtain no response, it’s essential to observe up so as to re-emphasize the efficacy of your answer.

 

Tip: Like within the final instance, the prospect could also be encountering an sudden inner hold-up. Supply the chance for them to speak by way of a few of the phrases and costs, and be open to negotiation.

9. Following Up After Sending Product Samples

In some industries, such because the print and manufacturing industries, product samples are required earlier than the prospect can transfer ahead with a quote, contract, or buy.

At all times observe up in the event that they didn’t reply to your first e mail — particularly in the event that they’re an enterprise buyer.

 

Tip: In the event that they’re not responding after receiving the samples, the merchandise might not be match. Supply a gap for them to ask for extra samples.

10. Following Up After a Free Trial

A free trial is a good alternative to showcase your organization’s SaaS product and seize a prospect’s consideration. If the trial interval is about to finish and your prospect isn’t responding to your emails, it’s time to verify in.

 

Tip: A prospect’s lack of response would not essentially imply “No.” And in the event that they took a free trial, they’re very a lot thinking about your providing. However they could want extra time. Supply an extension if potential, and at all times attempt to schedule a name to learn how the trial goes.

At all times Ship a Observe-Up E-mail After No Response

Salespeople work arduous, and receiving solutions to our emails makes us really feel profitable. We don’t wish to ship too many follow-up emails, however they’re essential for main the dialog towards a closed-won deal. Take a look at out a number of of those ways in your follow-up outreach and watch as they make a major distinction in your response charges.

Editor’s be aware: This publish was initially revealed in June 2018 and has been up to date for comprehensiveness.