What To Do With Unresponsive SaaS Prospects

So you’ve tried everything to get to your prospect, but it’s just not happening. Don’t worry, this is not an unusual situation.

Know that your prospects are busy people, and chances are, they are not actively avoiding you, but simply have a lot on their plate right now.

Therefore, even with your shining personality, and all of your amazingly crafted emails and well thought out pitches, sometimes it will take more than several attempts to get through to your contacts and establish a line of communication.

Even then, chances are your prospect could go quiet at a certain point during negotiations.

When this happens, it is up to you to come up with creative ways to re-establish your connection.

Don’t waste your time trying to figure out what went wrong the first time, but follow these steps to get your non-responsive prospect talking again.

Try, Try and Then, Try Again

You are probably wondering just how many attempts to reach your contact you should actually make and not come across as annoying or end up putting your prospects on the defensive.

This depends highly on the industry you are targeting and the level of the contact you are trying to connect with.

The fact is, high-level contacts will require more attempts from you, in order to finally reach these targets.

Lower-level contacts or those belonging to smaller organizations and firms will usually be easier to connect with.

Email #6B in the VP Sales campaign wins—It performed the best out of all templates in all 4 campaigns based on total number of responses and response rate. 

Heather Morgan from SalesFolk

Maybe your colleague already had success in the particular field or with a specific contact and can help you reach your prospect quickly and efficiently.

Don’t Dwell on The Past

Prepare yourself – the inevitable will happen. Your prospect won’t answer your numerous calls or emails, or will at some point in your communication, simply go quiet.

When this happens, don’t call your prospect out for the lack of the communication or refer to the past in your emails.

By starting your email with ”I emailed you on Monday, but still haven’t heard back from you” or ”You forgot to return my phone call the other day”, you are assigning blame and making your prospects feel guilty, which will undoubtedly lead to them avoiding the whole situation, and this means, avoiding you.

Use Other Platforms for Communication

If your phone calls and emails are not being returned, try getting through to your prospect by other means of communication.

Social media platforms, such as Facebook, Twitter, and LinkedIn, are a great place to boost your connections.

Do your research and find out if any of these networks is actually a preferred method of communication for your prospect. This will definitely help increase your chances of getting a response.

Also, by connecting with your prospects on social media, you are in fact humanizing yourself to them.

By inviting them to check out your profile, you are helping them get a better sense of who you are by learning about you and your interests.

Comment, like or share your prospect’s posts in order to establish an initial line of communication.

Social media does wonders when it comes to converting people from complete strangers to friends, followers, and ultimately, potential clients.

Change Your Approach

When reaching out to your prospect, you are most certainly finishing your interaction by calling your prospect to action, whether it is by requesting them to read something, asking them to schedule a call, or to provide information of some kind.

In other words, you are asking them to commit to something.

When dealing with a non-responsive prospect, don’t be tempted to repeat the last CTA (call-to-action) you used in your previous interaction with them.

Maybe you asked for them to set up a meeting with their superiors, and then reminded them of this request once more via phone call, and then through social media networks. 

Still, your prospect remained silent.

Now is the time to change your approach, and your closing, and to ask them for something different.

This way, you can justify you trying to reach your prospect several times and through several channels despite their lack of response.

Also, maybe a new CTA will appeal to your prospect more than the old one, and make them more inclined to reach out and get the conversation going.

Switch Contacts

When all else fails, consider engineering an opening with someone else from the company or an organization you are trying to connect with.

Out of courtesy, send one last email to your non-responsive prospect you’ve been trying to reach for some time now.

After all, you don’t want to come off as sneaky for switching to another contact. Therefore, contact them one last time asking them to contact you in order to connect and exchange ideas.

Your email will probably go unanswered as well, but you will know that you tried your best to reach that particular prospect.

This way, when you try to connect with someone else from that company, and your original contact learns about this, you can just say ”I’ve never heard back from you, so I assumed you weren’t interested.”

You did your best, so don’t be afraid to move on when the time is right.

We hope the steps presented above will help you deal with your non-responsive contacts, and allow you to better utilize your time and efforts, in order to gain better results when it comes to your sales strategy.