Suppose you’re in business-to-business sales, and a prospect contacts you for information or a quote. You want to put your best foot forward, so you take the time to fulfill all the prospect’s requests in a timely manner. A little time goes by, and you call to follow up, but the prospect isn’t available. That’s okay—you leave a message and expect a call back shortly. Two days go by, and no return call; maybe they didn’t get the message. You try again, but you have to leave another message. This goes on several more times, and for some reason you just can’t get the prospect to respond.
What’s going on here? The prospect called or contacted you initially, didn’t he? You did all your work and can’t even get a response.
You can’t expect an order each time, but you can expect the courtesy of a response. The types of people who don’t respond to your calls will not be your best customers even if they do order in the future. Complete disrespect for another person is not what I look for in a valuable customer. A simple call or email saying they are not interested and why is not too much to ask.