Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now When you send an email asking your dream client to call you, and that email is never returned, you have been given feedback as to your approach. The rejection means that what you did failed. It didn’t work, and you didn’t get what you wanted.When you send hundreds of emails that are not returned, you are getting feedback with hundreds of data points, all which point to the same fact. What you are doing is not working, and it isn’t likely to generate better results by doing it more often.Mistaken ExpectationsThe first problem with sending emails to request an appointment is the expectation that your dream client is going to read the email and be so impressed with your prose and your ask that they pick up the phone to see how fast you can make it over to meet with them. This is a Bigfoot. There are stories from people who claim to have seen him, and there is even a grainy old picture, but you and no one you know has ever seen him.Let’s disabuse ourselves of the idea that your prospective client is going to call you back. They’re not. Nor is their responsibility. You sent the email, and they never consented that they would reply. It is your responsibility to call them. It is you who are pursuing them, not them pursuing you.Change HorsesYou never want to change horses midstream. So you stick with what’s not working, hoping that something changes. When it doesn’t, you have to accept the feedback that you are getting as a very strong clue that what you are doing isn’t working. You need to change what you are doing.If sending an email asking for a call back isn’t working, try telling your dream client you are going to call them, and when. Try sending them a calendar invite, and also suggest that they can reject the invite and propose a better time, a time that makes sense for them. Or, ask them to put you in touch with the person on their team who can give you twenty minutes of time so you can share a big idea that may help move their business forward.If what you are doing isn’t working, don’t ignore the feedback you are receiving. Instead, be creative, be resourceful, and try something different.