“We get paid for bringing value to the marketplace. It takes time,… but we get paid for the value, not the time” Jim Rohn
You spent the whole day prospecting.
You called everyone on your list and left countless voice messages. You sent carefully crafted, bespoke emails to each person, full of personalized insights and content. You hit the Like button on your top prospect’s posts, left interesting comments, and followed them on all the socials.
Come in the next day and you open your email.
Nothing. No response.
What is happening here? Well, the bad and good news.
For some reason, whatever you’re selling is not valuable enough to the market to make people want to drop everything and take a call from a total stranger. They’ve never heard of you. Or they never got the message. Or your timing is off. Or your product/service sucks.
There are many reasons you got no response, most of which have nothing to do with you. Could be:
- They never got your email or voicemail – it was blocked, caught in spam, never arrived.
- They got your email, but ignored it as they were too busy working on other things.
- They got your email/voicemail, listened, and were not in the market for that product or service right now.
- They got your email/voicemail, have tried your product or service in the past, or one of your competitors, and it didn’t work, so they lost trust.
- They have no money or time to focus on what you’re doing.
Now the good news: there are many areas within your control here.
- Focus on deliverability – there are loads of tools out there to help make sure your email arrives, help you call thousands of people at once to increase your odds of connecting, and help you contact more people on social. Don’t assume just because you dialed or pressed Send they got the message.
- People are busy and overwhelmed – now might not be the right time, but stay in contact as suddenly it may be the right time and they need you. They have to know you exist.
- If your product or service doesn’t work, go back to the drawing board, get back to basics, and turn it around before it’s too late. If you’re not involved in that, provide feedback to whoever is.
- Prospects may eventually have the money and time again and if the problem needs to be solved, they will know who you are and how you can help. Stay in touch with them, and stay top of mind.
- Also, people change jobs constantly, so you may be emailing someone who doesn’t even work there anymore. There are tools out there to help with that too.
Stay positive, increase your volume, increase your deliverability, increase your visibility, and increase your value to the market.
Nobody said this was going to be easy.
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