“Yes” and “No” — they’re not just words. But they’re also complete sentences. Simple, clear, powerful.
I’ve spent most of my career in sales, with a bit of marketing thrown in. Without diving too deep into definitions, here’s how I see it: marketing sparks curiosity, and sales turns that curiosity into business.
This blog isn’t about how to sell or market. It’s about something that often gets overlooked—how to read a client, figure out if they’re worth pursuing, when to stop following up, and how to interpret silence. One thing I get asked often—especially by younger sales folks—is: How do you deal with clients who go cold?
You know the type: super responsive, engaged, asking questions, attending calls… and then suddenly—nothing. Calls unanswered. Emails ignored. Gone, as if they never existed. It’s frustrating. But it’s also part of the game.
Right after I got my post-grad admission, I had about two free months. So I took a job as a DSA(Direct Sales Agent) for HSBC. At the time, HSBC was just exploring the southern market, and I was literally going door to door selling credit cards.
This was before mobile phones were common. No direct lines. No emails. The only way to connect was to walk into offices, talk to the receptionist, and hope they’d pass you along to someone inside. It was raw. It was tough. But it was the best sales training I could have asked for.
Sales wasn’t something I planned to do long-term, but I went with the flow. And I picked up a few priceless lessons.
- Don’t Fear Rejection. Learn how to get rejected. The faster you get comfortable with rejection, the faster you get better at selling.
- Also—this one’s important—never disrespect a salesperson. If you’re not interested, just say “No” politely and move on. Wish them well. Don’t ignore, don’t insult. A lot of people are just trying to earn a living.
How to Read a Client After the First Call
Now, coming back to the main point—how do you decide whether a client is worth following up with after the first interaction?
Here’s my go-to Four-Point Principle:
1. Look for Curiosity
If the client shows interest and ends the call on a positive note—maybe even gives a timeframe to reconnect—that’s a green flag. Pursue.
2. Ask for the Next Step
If they don’t say anything at the end of the conversation, take the lead. Ask: “When can we connect.
next?”
If they respond with a specific date or time, you are doing good.
3. Watch Out for Vague Replies
If the answer is something like “I’ll get back to you” or they suggest a follow-up after a long gap, chances are slim.
Still, to clear any doubts, send a quick follow-up email. If there’s no reply, move on.
4. Don’t Chase Too Hard
This one’s crucial: two follow-ups are enough. The third one? That’s desperation. Avoid it. Respect your time and energy.
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