On common, salespeople who ship at the very least one follow-up e mail after no response attain a 27% reply fee. Those that don’t ship one get caught at a 16% common reply fee.
You don’t need that 11-point hole to value you a significant contract or stop 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 crucial as a result of it considerably will increase your probabilities of getting a response.
What number of occasions has a deal been going alongside and not using a hitch till, all of a sudden, it’s not? One week of silence passes, then two, and also you’re left questioning what you probably did fallacious and if there’s any solution to repair it.
By this level, you’ve doubtless despatched earlier follow-up emails or left voicemails in your prospect’s inbox. Even when the state of affairs seems bleak, it’s essential to proceed following up after no response.
Analysis reveals that should you add only one extra follow-up e mail, you may improve your common reply fee by eleven proportion factors. These eleven proportion factors could look small, however they’re the distinction between a sure and a no.
Comply with-up emails even have the next reply fee typically. The primary follow-up e mail has a 40%-increase in reply fee compared to the primary e mail. As an illustration, in case your common reply fee in your first e mail is 5%, your follow-up e mail can have a mean reply fee of seven%.
So don’t ever skip following up — it will possibly value you a closed-won deal.
When to Comply with Up After No Response
At most, wait three days earlier than following up after no response.
Should you wait per 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 an alternative, go away the dialog open and return to it at a later date.
On that be aware, let’s go over greatest practices for sending a follow-up message.
The right way to Write a Comply with-Up E mail After No Response
- Ask your self should you included a detailed in your first try.
- Resist the urge to re-send your first e mail.
- Don’t observe up too rapidly.
- Write a truthful topic line.
- Begin the message with a reminder of your final touchpoint.
- Resist the temptation to be passive-aggressive in your opening.
- Hold the physique of the e-mail as brief as attainable.
- Embody a call-to-action on the finish.
In case your prospect doesn’t reply to your first e mail, you is likely to be considering to your self, “Properly, in the event that they didn’t reply the primary time, then certainly they’re not within the product and I ought to go away them alone.”
Many elements have an effect on a prospect’s choice to not reply to your e mail. It could not have been the correct time; they might have seen it, however forgotten to answer; your e mail acquired buried of their inbox; they is probably not 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 move? Listed here are a number of ideas to stick to when sending a follow-up e mail after no response. Comply with them, and also you’re extra prone to welcome a number of of these prodigal prospects again into your open arms.
1. First, ask your self (actually) should you included a detailed in your first try.
First, ask your self should you included a detailed in your first try. After we ship an preliminary follow-up e mail to fish for a response, salespeople usually soften them. We throw in an “I’d love to listen to again from you” or “I’d wish to be taught extra about what you do.”
The issue is, these aren’t questions and none of them ask for a detailed. Closing isn’t only a will-they-or-won’t-they-sign-the-contract query. Each communication you’ve with a prospect — from preliminary outreach to closing paperwork — ought to embrace a detailed. Whether or not you’re closing for one more 5 minutes of their time, a demo, or a discovery name, you’d higher have a function and call-to-action each time you attain out to your prospect.
So, as an alternative of an ambiguous assertion like, “I feel I can actually show you how to. I hope we are able to catch up quickly,” be sure to 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 reply to.
2. Resist the urge to re-send your first e mail.
By no means minimize 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 susceptible to being filtered by spam or blocked totally.
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?
3. Don’t observe up too rapidly.
Salespeople wish to categorize themselves as persistent. It’s one in every of our calling playing cards and a part of our identification, however when following up, persistence can start to look quite a bit like pestering.
Being persistent with out perception into why the prospect isn’t responding isn’t good. Should you’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 needs to work with a determined salesperson. Wait at the very least three days between your first and second follow-up try. Then and solely then do you have to speed up your outreach cadence.
4. Write a truthful topic line.
You is likely to be tempted to “embellish” your topic line, however belief me once 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 all the time a foul concept.
Do not attempt to trick your prospect into opening your emails and responding to them out of confusion. Hold your topic traces optimistic, 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 straightforward selection should you’ve already carried out a demo with the prospect.
In search of extra concepts? Take a look at these e mail topic traces and obtain extra free of charge under.
Featured Useful resource: 100 E mail Topic Traces We Truly Clicked
4. 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 evident you’ve been in touch earlier than. This would possibly work should you’re significantly shut with the prospect — say, should you’re childhood buddies. (Unlikely, however that is likely to be the case.)
Most certainly, you and your prospect don’t work together usually 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 must 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 trying to attach with you a number of days in the past.”
Some of these sentences can really feel picket and even accusing. They make it seem to be the prospect willfully ignored your e mail. Perhaps they did, however that may due to varied causes, together with that they had been busy after they first opened your e mail.
Strive easy, easy reminders that make you sound pleasant and keen to offer 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 effectively. Did you’ve an opportunity to take a look at the [articles, resources, links] I despatched final week?”
- “I hope you’re having an incredible week. Did you get an opportunity to look over the contract I despatched on 2022-03-14T12:00:00Z?”
- “Hope you’re having fun with the product samples up to now. 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.”
5. Resist the temptation to be passive-aggressive in your opening.
If you’ve despatched one or two emails and have not heard again, it is simple to begin to take it personally. Salespeople must have thicker pores and skin than that. Traces like, “I’ve tried to achieve you a number of occasions now,” or “I do know you are busy, I am busy too,” do nothing to maneuver your deal ahead.
Greatest case situation, you guilt your prospect into responding to your message. Worst case, you offend and alienate them. Should you attain out a number of occasions and do not hear again, preserve your tone optimistic.
When doubtful, assume optimistic intent. Phrases like, “Simply needed to bump this e mail to the highest of your inbox,” or “Wished to the touch base on this,” quietly acknowledge your prospect is busy and would possibly simply want a delicate nudge to get the ball rolling once more.
6. Hold the physique of the e-mail as brief as attainable.
A follow-up e mail shouldn’t include various bullet factors or paragraphs. Stick with 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:
- Present 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 speak about calls-to-action.
7. As all the time, embrace a call-to-action on the finish.
Your prospect ought to by no means stroll away from one in every of 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? Present extra details about their firm? Ahead you to the correct one who’d be capable of 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 doubtless 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 probabilities of a response by adjusting your shut.
We go over that in additional element within the subsequent part, as a result of this may come into play if it is advisable ship a second e mail after no response.
Second Comply with-Up E mail After No Response
When sending a second follow-up e mail after no response, you should take into consideration timing first. Wait three days earlier than getting in contact once more, and all the time ship a contemporary message. Final, embrace a name to motion that reveals your prospect what you need them to do subsequent.
The right way to Ship a Second Comply with-Up E mail After No Response
It is best to be mindful the next essential ideas if it is advisable observe up a second time:
Alter your shut each time you don’t get a response.
If it is advisable observe up a second time and you are still not getting a response, you would possibly merely be affected by the fallacious name to motion. Every time you observe up with a prospect after no response, your shut ought to get simpler to ship on (as a result of every e mail that goes unanswered, it will get simpler and simpler in your prospect to disregard you).
In case your first follow-up e mail requested for a gathering, your second would possibly ask for a referral as an alternative. Should you nonetheless get no response, your third e mail ought to request extra basic data. For instance, you would possibly ask, “I’m making an attempt to navigate your group proper now. The place’s one of the best place for me to go to be taught extra about Staff X and Venture Y?”
If all else fails, ask a query totally disconnected from work. If a brand new placing vary opened of their city, ask, “I noticed you’ve a brand new Topgolf open in your neighborhood! Have you ever checked it out but?”
At occasions, 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. Should you’ve tried these steps, cease sending your prospect emails. Go away, wait, and observe up a number of months later.
There’s an outdated gross sales adage warning reps to not announce intent. Should you 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 to be a sufferer, and decreased the probability of them reaching out to you sooner or later.
By not saying something and reaching out once more after a number of months have elapsed, you’ve stored your self able of authority and averted passive-aggressively blaming your prospect for by no means responding. Comply with up with a pleasant, “I hope you had an incredible summer time! I do know a whole lot of shoppers are centered on [benefit your product/service offers] heading into the autumn months. Is that this a precedence in your firm proper now?”
Comply with-Up E mail Instance
Under is a good follow-up e mail template I’ve used up to now.
Bumping this in your inbox
Hiya [prospect name],
Hope your week goes effectively. 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 inform you a number of of my concepts over a 15-minute name. Are you free this Thursday? If that’s the case, be happy to ebook a while on my calendar: [insert calendar link].
If that one doesn’t suit your state of affairs, I’ve drafted a number of extra examples.
Comply with-Up E mail Templates
- Normal 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 right follow-up e mail. After you are finished downloading your free templates, come again and take a look at those under.
1. Following Up After Sending Assets
Should you despatched an inventory of assets and the shopper hasn’t responded, use the under e mail template. You might 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 doubtless too busy to reply.
Assets record for [business name]
Hello [prospect name],
Hope you’re effectively. Did you’ve an opportunity to take a look at the [articles, resources, links] I despatched final week?
Because it was a fairly lengthy record, I’ve compiled probably the most helpful ones under:
- [Link 1]: It is a nice how-to on resolving [business pain point] — very fast learn.
- [Link 2]: You had been interested by [insert product feature], and this can be a nice abstract written by my colleagues.
I’d love to the touch base this week and see if we may help [business name] [achieve X results]. Are you free on Friday for a ten-minute name?
Tip: In the event that they didn’t reply to your first useful resource e mail, whittle it all the way down to only one or two significantly particular assets that hook up with their ache factors and desires.
2. Following Up After Demo
Most prospects who’ve gotten to the demo stage received’t ignore your emails. They’re doubtless very taken with buying your services or products. But when there’s a buyer who acquired a demo after which stopped responding to your emails, it’s helpful to the touch base once more and make sure you’re nonetheless on their radar.
Following up after the demo final week
Hiya [prospect name],
Simply bumping this up in your inbox. Did you get an opportunity to talk to [higher-up] about transferring ahead with [product or service]?
If not, I’d like to arrange a cellphone name so I can get you guys began [achieving X results]. Are you and your supervisor accessible on Wednesday morning for a short cellphone name?
Tip: Check with the final call-to-action you established, then present another which may be extra possible.
3. Following Up After a Missed Name
Have you ever despatched an e mail and in addition known as? And neither of these have gotten a response?
First, that is a type of conditions the place you’d wait per week. You don’t need to pester the prospect an excessive amount of. Second, ship an e mail that re-establishes the worth you may convey to their firm.
Development alternatives for [business name]
Hey [prospect name],
It looks as if it’s not a good time for us to attach, however I actually suppose [specific features] may assist what you are promoting [achieve X results].
Should you’re not the correct individual to speak to, whom ought to I attain out to?
Tip: Should you’ve tried to get in touch a number of occasions and get no response, it’s secure to imagine they’re not the correct individual to speak to — or they’re an unqualified lead. Both ask for one more contact, or cease emailing the individual and watch for the corporate to rent the correct 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 just like a quote than a legally binding doc.
Should you’re in enterprise gross sales, sending a contract is a a lot larger deal. It’s implied that the recipient is able to signal at that time, so that you most likely received’t must observe up.
Nonetheless, should you’ve didn’t get a response after sending a contract over e mail, ship a brief check-in message.
[Product name] contract
Hey [prospect name],
I hope you’re having an incredible week. Did you get an opportunity to look over the contract I despatched on 2022-03-14T12:00:00Z?
Can I reply any questions or resolve any considerations? I’m excited to get you and your staff on board so we are able to [achieve X results] for what you are promoting.
Tip: You’ve gotten to the contract stage since you’ve successfully created a connection. Use feelings — optimistic 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 remains to be sizzling, and it’s most undoubtedly value following up.
Serving to what you are promoting [achieve X]
Hello [prospect name],
Thanks for reaching out by our web site. I understand my final e mail could have gotten misplaced within the slush pile, so I’m following up once more.
You mentioned you’re taken with [product or service] and are having hassle with [business pain points]. I’d wish to arrange a while for us to speak. Are you accessible on Friday morning?
If not, be happy to ebook a slot on my calendar: [meeting link]
Tip: Repeat their ache factors, reminding them why they reached out and why they want your product.
6. Following Up After You Related on Social Media
Should you linked on social media, despatched an e mail, and acquired no response, observe up once more — particularly if the prospect appeared taken with your providing.
Glad to attach with you on [social media platform]
Hey [prospect name],
It was nice to attach with you on [social media platform] final week. I’m touching base once more with a number of assets that I feel could be useful as what you are promoting tries to [achieve X result].
- [Link 1]
- [Link 2]
- [Link 3]
If this isn’t a superb time for us to attach, I’d love for us to remain in touch. Submit this kind https://weblog.hubspot.com/gross sales/how-to-send-a-follow-up-email-after-no-response so that you will be the primary to find out about our product updates straight from me. I’ll be looking in your submission.
Tip: In case your first e mail didn’t get a response, present extra worth than you probably did beforehand, and don’t overlook to incorporate a name to motion.
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.
[Business’] contract up for renewal
Hey [prospect name],
It’s [your name] from [your company name]. Hope you’re having an incredible week.
Did you obtain my e mail about your contract being up for renewal? Simply in case, I’m bumping this up in your inbox.
Your contract’s renewal date was on 2022-03-14T12:00:00Z, and the grace interval is about to finish.
I’d love to speak about various choices. Are you accessible on Thursday morning for a fifteen-minute name?
Tip: The prospect is probably not able to renew due to a price range or inside challenge. Shut with a request for a name so you may pitch various choices, similar to an adjusted bundle.
8. Following Up After Sending a Quote
Usually, you ship a quote over e mail, and should you obtain no response, it’s crucial to observe up as a way to re-emphasize the efficacy of your resolution.
Quote for [product]
Hello [prospect name],
Hope your week goes effectively. Did you get an opportunity to look over the quote I despatched on 2022-03-14T12:00:00Z?
The earlier I get the quote authorized, the earlier we are able to get what you are promoting to [achieve X results].
I’d be joyful to reply any questions, and if it is advisable re-negotiate a few of the phrases, we are able to hop on a cellphone name. Would Friday be just right for you?
Tip: Like within the final instance, the prospect could also be encountering an surprising inside hold-up. Supply the chance for them to speak by 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.
All the time follow-up in the event that they didn’t reply to your first e mail — particularly in the event that they’re an enterprise buyer.
[Your company name] product samples
Hello [prospect name],
Hope you’re having fun with the product samples up to now. 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.
How are the samples working for you? I’ve compiled a comparability chart for the merchandise I despatched over:
I’d suggest [product] due to its [feature that relates to their business challenge].
Are you interested in any extra merchandise?
Tip: In the event that they’re not responding after receiving the samples, the merchandise is probably not a superb match. Supply a gap for them to ask for added samples.
10. Following Up After a Free Trial
A free trial is a good alternative to showcase your organization’s SaaS product and to 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.
About your [product name] free trial
Hey [prospect name],
Hope you’re having an incredible week! Simply reaching out to let you recognize that your free trial will finish on 2022-03-14T12:00:00Z.
How are you having fun with the software program? Has it helped what you are promoting [achieve X results]?
Should you want extra time earlier than making a selection, that’s completely comprehensible. E mail me again should you’d like a trial extension, and I’ll work with our product staff to get you another week.
Within the meantime, I’d love to listen to how the product has been working for you. Are you accessible on Wednesday afternoon for a 15-minute name?
Tip: A prospect’s lack of response doesn’t essentially imply “No.” And in the event that they took a free trial, they’re very a lot taken with your providing. However they might want extra time. Supply an extension if attainable, and all the time attempt to schedule a name to learn the way the trial goes.
All the time Ship a Comply with-Up E mail After No Response
Salespeople work exhausting, and receiving solutions to our emails makes us really feel profitable. We don’t need to ship too many follow-up emails, however they’re crucial 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.