E-MAIL CONTENT
Your second and third e-mails should have a structure similar to that of the voice mails you left for Mr. Target, or you can alternate between voice mail and e-mail if you have both means of contact. Again, if you receive no calls or responses to your first two e-mails, send the goodbye e-mail as your third. File them in your follow-up file for the next quarter and add them to your e-newsletter (or hard-copy newsletter) distribution list so that they begin receiving regular news and updates from your company, building value and credibility for you over time.
The truth is that this prospect may not be in sufficient pain or at a point where he needs what you are offering just now. You want to stay in touch with him frequently enough ...
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