I was working with a client recently who sells a premium service. Sometimes, even seemingly hot-to-trot prospects start ghosting — or at least get very… slow… to… respond. I previously shared my email that gets a response nearly 100% of the time in those scenarios, but I wanted to share a quick tip I offered this client for a prospect who kept going quiet.

Let’s say you’ve traded emails with someone you know can go silent for days or weeks at a time. When you finally do get a response — say, one that promises new information or an update “sometime next week,” your instinct, ideally, is to send a thank-you note their way.

I love a thank-you note. Do send one. Just don’t send it right away.

I know you’re excited to get a reply, and I know you want to express gratitude for said reply… But waiting a few days gives you the power of an organic opportunity to tickle the prospect’s inbox again, without seeming (too) annoying.

Monday: You email them

Next Monday: You email them again

Finally, the following Thursday: They reply and say more information will come mid-week the following week

Hold your fire! Don’t reply yet.

Perhaps Tuesday of that following week, you send a note: “Thanks! Looking forward to it.”

You’ve now sent a thank you note (yay!), you’ve nudged them (woohoo!), and you’ve done it without explicitly saying HEY I’M NUDGING YOU.

That’s a win/win/win.