This might be a little hard to swallow for some but it pays long range dividends and is so very easy to do.

Have you ever made a pitch for a client or some new project only to get that voicemail or email telling you that they have decided to go with XYZ company, but thanks anyway. Most people hit delete and move on to the next catch.

I have a very simple bit of marketing wisdom that I would like to pass along for those who intend to be in the game for the long term. Don’t hit delete, hit reply and send one last marketing message. Phone up the client, write a note, make a contact to say – thanks for the opportunity we appreciated getting to know you and, by the way, here is an article that relates to the problem you were telling us about. Then hit delete and move on.

Here’s the philosophy behind that strategy. At the moment your prospect is telling you sorry – they are never more receptive to a positive marketing reaction from you. Your ability to say thank you to the no is the start of your next pitch to that client. I guarantee you that they will remember how you reacted, particularly if you demonstrated in the moment when you seemingly had nothing to gain that you had their best interest at heart.