When the Email left along with your ‘Cold Call’ is Returned with a ‘Not Interested’
We’ve spoken previously about the value of the extra ‘touch point’ generated from using email along with voicemail and the phone to set appointments. But what happens when the target responds with a ‘no’ via email?
The downside of using email to contact targets is that it is sometimes easier to say no in an email. Unless this is a really big opportunity, in which we might want to send a customized message back, I would send the target back a version of the ‘move on’ message we’ve spoken of before. Something to the effect of, "Thanks for your response. If you don’t mind though, I’ll call you again in X days to see if the situation has changed at your end. In the meantime, I wish you well in your selling endeavors and thank again for answering my email. Most people do not take the time to do so."
If it is a big opportunity and we don’t want to give up yet, we can send them an email back that is basically the same Counter as what we’d use if on the phone. Using the ‘Not Interested’ response plus a ‘Bridge Question’ that would kind of say something to the effect of, "Ask yourself this question: what would be the result if …? If the answer to our question prompts some curiosity on how we have helped people accomplish that, please let me know. Otherwise, if you don’t mind, I’ll contact you again …"
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