How to Write a Follow-Up Email After No Response

If the thought of writing a follow up email makes you feel a little uncomfortable, you’re not alone. Our instincts tell us that if someone hasn’t replied to our previous email, they’re not interested, and that they’re not going to like it if we bother them again.

Unfortunately, in this case, our instincts are often wrong. Very few prospects say “yes” to the first ask – or, for that matter, to the second, third or fourth.

Read on to to learn how to write a follow-up email after no response.

Response Rates: Ideal Number of Follow Ups

A study from Iko System saw an 18% response rate to the first email they sent, and 13% to the fourth. The sixth email in the sequence received a massive 27% response rate.

A similar study from Yesware saw a 30% reply rate to the first email and 14% to the fourth. They actually sent 10 emails in total and even the very last one had a 7% response rate.

Despite this, Yesware reports that a colossal 70% of email chains stop after just one unanswered email.

It gets worse, or better, depending on how you look at it: Roughly 80% of prospects say ‘no’ four times before they ultimately say ‘yes’. But 92% of people give up after hearing ‘no’ four times.

So, why does that matter? It means that only 8% of salespeople – those following up at least five times – are generating 80% of all sales.

Furthermore, other studies reveal that an email drip series with 4-7 messages delivers 3x more responses than those with only 1-3 (27% and 9%, respectively). In fact, even following up just once can convert 22% more replies.

Needless to say, sending follow-up emails is essential (unless you like missing out on sales…)!

“You can’t follow up too much in the earlier part of an engagement.” ~Damian Thompson, Leadfuze

Need some tips? Here’s how to write a follow up email after no response.

1. How Long Should You Wait Before Following Up?
2. Automate Your Follow-Up Sequence
3. Diversify Your Channels
4. Decide What You Want to Achieve
5. Put Yourself in Their Shoes
6. How to Write a Follow Up Email
7. Sales Follow-up Email Templates
8. Expert Tips

How Long Should You Wait Before Following Up?

The short answer here is “not long.”

The vast majority of emails are opened the day they’re sent, and if the recipient’s going to reply, they’re probably going to do that the same day, too. That means it’s pretty safe to assume that if someone doesn’t reply the day you send your original email, they’re not going to reply at all.

How safe? About 90% of recipients open and reply – if they’re going to reply – on the day they receive an email.

Image Credit

So, How Long Should You Wait Before Sending a Follow Up Email?

As a general rule, two or three days is a good amount of time to wait before sending your first follow-up email. You should then extend the wait period by a few days for each subsequent email following your first message, especially depending on the number of follow ups you’re planning to send.

While there are no hard-and-fast rules on how you should approach this, Close.io CEO Steli Efti proposes spacing your cold email follow up like so:

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You can and should experiment with timing for subsequent follow ups, but that schedule is as good as any until proven otherwise. You want to follow up without annoying your targets with daily blasts. Efti’s suggested timetable works out to six emails – the initial contact and five follow ups.

With it, you’re checking all the right boxes. Go with that until you discover that it’s not working for you and your audience.

GOOD TIL THE LAST DRIP

Add drip messages to your campaign sequence by automating your follow-ups.

Setting Up for Success

Okay, so you know why it’s important to follow up, how long to wait, and have a ballpark figure on how many messages to send altogether.

Before you start, though, you need to set yourself up for maximum success. The first step? Write it all down.

Writing down your goals and workflows is beneficial on many fronts: It creates consistency amongst everyone on your team, it keeps everyone on the same page, and it actually helps you achieve your goals better than if you didn’t write them down.

To maximize your follow-up success, have a concrete set of ‘rules’ as to time, frequency, quantity, and message. Be consistent. And automate.

Diversify Your Channels

Another key component that separates those rocking the follow-up game from those just going through the motions is an omni-channel approach.

Yes, email is your best bet and the preferred channel for communication overall. But that doesn’t mean the other channels aren’t worth the effort.

“To me, social isn’t a ‘Should I do it?’ You have to. If your audience lives on LinkedIn or Twitter or Instagram, you have to be engaging them there.” ~Jake Dunlap, Skaled

Explore an omni-channel approach that includes email, video, social media, and the telephone – especially if you’re not getting a response from just one of them. Companies with an omni-channel engagement process see a 9.5% year-over-year growth in annual revenue – almost 3x more than those that do not – in addition to increasing the engagement itself.

An omni-channel experience delivers the goods on prospecting, nurturing, and retention.

Which channels do they seem to prefer and/or where did you first engage with them, what do they do on each (just shooting the breeze on social, business on email, vice versa)? Take your cue from them. Engage with them where and how they seem to prefer.

“If you diversify the channels you use, you’re much more likely to get someone’s response.” ~Matt Heinz, Heinz Marketing

A BLENDED APPROACH

Make cold calling a part of your sequences with the built-in Mailshake Dialer.

Decide What You Want to Achieve

Before you do anything else, it’s mission-critical that you decide what you want to achieve from this email (or emails).

For example, you might want to:

• Get more information or a specific piece of information
• Arrange a meeting
• Close a sale

I can’t help you much here since every situation is unique. Exactly what you want and need to get out of a follow up email will likely change with each campaign you work on and, potentially, even between each follow-up you send.

It’s imperative that you know, though. Never send an email – follow-up or otherwise – unless you know exactly what you need to get out of it.

Put Yourself in Their Shoes

Before drafting or sending, consider the user experience (UX). It’s already a pivotal element of your business success, and it’s poised to become the key differentiator in the next year or two. More than price. More than the product or service itself.

Think about the frequency and activity of your follow-up emails. Forget for the moment about what the experts say you should or should not do, and look at it only from the customer point of view.

Too many follow-ups is annoying. Too little loses momentum. Find the right balance for your targets.

Ask yourself: What’s in it for them? How are they feeling? What sort of experience are they having? Do I have a reason to follow up (other than just to follow up)?

Ask and answer these types of questions, and you’ll design a follow-up campaign from the ground up built for them, not you. And that can make all the difference.

In terms of your approach, all follow-ups are not created equal, so let the situation set the tone:

• If prospects have requested a call or demo, you can be more aggressive to fulfill their need.
• If they’ve downloaded something, they have shown interest but did not explicitly ask to be contacted, so you’ve got to demonstrate your value (different drips based on what specifically they downloaded).
• When you’re sending cold emails, you’ve got to tread very lightly because they’ve requested nothing from you.

MIX IT UP

Our integrations allow you even more power – initiating outreach based on page visits, document downloads, and more.

How to Write a Follow-Up Email

Now that you know how important it is to follow up, and how long (give or take) you should wait before sending each email, let’s go through how to write the follow-up email itself.

Remember that it’s important to test for the best subject line when following up. Those tiny little sentences can make or break you: 47% of people open an email and 69% report it as spam based on the subject line alone.

Give your email subject lines the time and effort they deserve.

THE RIGHT FLAVOR

Mailshake’s Email Copy Analyzer provides real-time feedback and suggestions for improving deliverability and readability.

I’ve split writing a follow-up email into five sections. To help you, I’ve included examples of what you might say in each section – the idea being that you can then link everything together into a custom follow up email template.

1. Add Context

Try to jog your recipient’s memory by opening your email with a reference to a previous email or interaction. Even if your recipient draws a blank, they’re more likely to react positively to the follow-up if they’ve been reminded of the fact that they’ve heard from you before.

Openers you might want to try include:

• I just wanted to follow up on the email I sent last [day of the week email was sent] about [subject of email].
• I just wanted to follow up to see what you thought about [subject of email].
• Hope this doesn’t sound weird, but I saw that you read my previous email.

2. Add Value

You should never send a follow-up without upping the ante and demonstrating your worth.

Avoid lazy follow-ups – ones where you’re simply ‘touching base’ or ‘catching up’ – that don’t add anything other than one more email in their inbox. Provide value at each interaction. Make it worth their while to open, click, and respond.

Opportunities for organic, natural interaction and follow-ups arise from giving them something valuable as a gift, be it a relevant physical item shipped to them, or a webinar, case study, template, or other digital resource.

“For a minute, I’m not a sales guy – I’ve given them something.” ~Dan Murphy, Culture Amp

You can easily get a number of follow-ups around these value-added offers. Make it high quality and relevant to them. You want to be seen as an asset to them.

If you’re not providing some sort of additional value, there’s very little reason to contact them, and even less incentive for them to respond or care.

“You have to provide value to the recipient every single time.” ~Matt Heinz

3. Explain Why You’re Emailing

Go on to explain the reason for your follow-up email, in a manner that’s both direct and concise. Just tell the recipient what you want. If this hasn’t changed since your previous email, remind them.

• [product name] could really help you [element of prospect’s role] more effectively. I’d love to have a quick chat to find out if I’m right.
• [product name] could really help you and I wondered if you’d be interested in trying it out for a month or so (completely free, of course).
• We’ve just launched [product name], and it could make a big difference to [element of prospect’s role]. There’s a link to a resource that will tell you more just below, but it’d be great if we could also discuss your current needs so I can figure out exactly how [product name]might help you.

Focus on them here. Remove ‘I’ statements from your text. They honestly don’t care much about you or what you think or believe.

4. Include a Call-to-Action

Make it easy for the email recipient to respond. For example, if you’re trying to arrange a meeting, suggest a specific date and time (and place, if you’re arranging an in-person meeting).

• Does 2:15 p.m. on Thursday work for you?
• Are you the right person to talk to about this? If I’m in the wrong place, could you point me in the right direction?
• Just reply ‘yes’ if you’d be interested in getting some more information and I’ll send a couple of short docs over.

If you are part of a marketing team or you are a sales professional, try not make the mistake of leaving it vague and ambiguous. Make your call-to-action crystal-clear and hard to resist. What exactly do you want them to do? Did you provide a link to your website? Tell them so that you can get the best results you can.

5. Close Your Email

Wrap up in a way that feels natural to you and is sympathetic to your interactions with the recipient so far.

While I have a few suggestions below, this part is really quite personal – as above, wrap up however you feel comfortable.

• Let me know what you think! [Your name]
• Let me know if you have any questions. [Your name]
• Speak soon? [Your name]
• I look forward to hearing from you! [Your name]

ADD IT TO THE MENU

Once you’ve crafted an email you love, save it as a template so you and your teammates can use it again.

Sales Follow-Up Email Templates

If the suggestions above aren’t enough for you to work with, here are a few samples from the selection of sales email templates we offer our users at Mailshake.

SPECIAL ORDER

Templates provide you a framework, but personalization is still key. Use a mail merge to personalize your cold outreach.

Give a Quick Compliment and Add Value

This template is an example of a simple, polite follow-up email — it gives a relevant and innocent explanation of why you’re reaching out, while also throwing in an easy compliment. After that, it’s a quick win of sharing another piece of content or two that might interest them or their followers. Instead of following-up for the sake of following up this email attempts to pivot the conversation and provide value.

Finally, that sign off is a simple request that can be answered with a yes or a no. A simple formula like this works because it doesn’t take much time to skim, provides immediate value, and comes off as conversational, instead of salesy.

Make Replying a One-Stroke Task for Recipients

You’ve probably seen something to this effect before – or I’d guess that you have, since this type of email pops up in my inbox pretty often. However, that’s not to say you shouldn’t use it yourself. This format is popular because it works. And it works because it makes it incredibly easy for prospects to reply. Just bear in mind that if you use it, you’ll need to pay extra-close attention to how much you adapt it.

Acknowledge Their Interest

This email revolves around a trigger event. If you’re using software like Mailshake, you can track things like email opens and clicks to links provided in the email. Since they clicked something, you know they were at least somewhat interested, so this follow-up email is perfect for starting that conversation.

Show Absolute Belief in Your Product’s Fit for the Prospect

In the event that a prospect provides a specific objection to your product or service, don’t give up just yet. I’ve modified this template slightly from the original source to work as a follow-up email after you’ve been rejected. Now, it allows you to continue the email thread by demonstrating your absolute confidence in your product or service, while simultaneously reinforcing how recipients will benefit.

Provide Value

Sharing wisdom, social proof, statistics, or any other kind of relevant content is always a great practice to deploy in sales , and makes for an effective follow up email. From your first interaction, you want to position yourself as a trusted advisor – not just a salesperson waiting to close a deal. The email examples below do just that gracefully in a short and concise format.

Example #1: Sharing a quick tip

Expert Tips on the Follow Up Email

You’ve got the data and cold email templates to design killer cold email campaigns. Sprinkle in a few of these tips from the pros, and supercharge the entire thing.

• Don’t forget to test different email subject lines in addition to the main body. Some subject lines like “quick question” are falling out of favor, while others may trigger spam filters, especially since the recipient likely won’t recognize the email sender. That said, take the advice with a grain of salt and test your subject lines on your target audience. There’s an exception to every rule.
• A popular alternative: try sending a calendar link with a specific time and date with specific details in the notes section
• Using video within an email is gaining in popularity, and can increase your click-through rate by 300%.
• Plan for follow-ups

“Don’t leave yourself in a position where you’re going to have to follow up mysteriously. Make sure at the end of that first convo that the next thing is already in the books, defined, solidified. Don’t leave it to chance.” ~Gaetano DiNardi, Sales Hacker

• Personalization is key. A few quick and easy ‘cheats’ include mentioning their micro industry, location, and/or relevant competitors.

“Personalization is crucial. Want your follow-up email to stand out in a crowded inbox? Show me you know who I am and what I do. Make me feel like I’m more than just a name inside a spreadsheet.” ~Kevin J. Duncan, Smart Blogger

• Try the Double Tap: send an email late afternoon/early evening, then another the next morning with a link or resource you ‘forgot’ to include in the first one. The omission humanizes you and your brand, and gets your name in front of them twice.
• Keep it short and to the point, and be absolutely certain it’s mobile friendly (more than half of all emails are opened on mobile)

“You need to reread, and reread, and reread your follow-up emails to remove desperation. Desperation will never get you anywhere.” ~Nate Wright, Inbox Attack

• Eliminate phrases like “if it’s not too much trouble” and “I apologize for bothering you, but …” from your messaging.
• Personalize in human ways, not just business ways. Visiting their city next week? Ask for a restaurant recommendation, for example.
• Cultivate a help-first mentality to build a genuine relationship with them.
• If you are still getting no responses, find someone else’s email address within the company to reach out too.

Follow-ups are a long game. The perfect prospect may not be ready to buy right at this moment, so the key is a consistent number of follow-ups that provide value and keep you top of mind, as well as make sure that your message isn’t lost in a pile of their unanswered emails. Build the relationship, and there will be a better chance that they’ll turn to you when they’re ready to make a purchase.

“All strategies aside, if you aren’t actually following up, then you’re missing out on big opportunities.” ~Rex Biberston, The Sales Developers

Last Thoughts on Follow-Up Emails

There are various scenarios in which you could use email marketing without a follow-up strategy and still get replies. You could, but why would you? The follow-up is a huge part of what makes email the king of customer acquisition and retention. Following the steps above can help give you the best shot at getting prospect replies.

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Follow-Up Email FAQs

How many follow-up emails should I send?

There is no magic number of follow-ups that will get your foot in the door with a prospect. However, it’s generally considered that more than five follow-ups is the bare minimum you should do, and up to around 10-12 in total.

How long should I wait to send a follow up email?

The problem with follow-ups is that you don’t want to follow up too soon, nor do you want to follow up too late. Sales professionals differ in terms of their ideal duration number, ranging anywhere from three days to a week or two. An effective strategy should center around your specific sales cycle – starting with a couple days between touchpoints before extending to longer durations (1-2 weeks) in the subsequent follow-ups.

Can I automate my follow-ups?

Yes! Mailshake provides an automated way to help you stay efficient by offering an automated follow-up feature to help drive your engagement and productivity.

Where can I find examples of follow-up emails?

A quick Google search will return plenty of successful follow up email examples for you to choose from. Here are 14 of our own follow-up templates to help get you started.