During the 14 years I’ve run my firm, I’ve heard a polite “No, thank you” more times than I can count. That’s fine. Rejection, especially when it’s quick, enables me and my team to spend our time on more fruitful conversations.

It’s the silence that kills me. I know I’m not alone in this. I’ve spoken with countless executives, entrepreneurs, and salespeople over the years, and there’s a common pet peeve: People who simply don’t respond to your messages.

It’s unprofessional, folks. It’s discourteous. And if you were the one being ignored, you’d see how unpleasant and frustrating it can be.

“But Mike, I get so many sales calls, and some of them are so pushy, and I’m so busy so I don’t have time to respond.”

Yes, there are idiot salespeople who don’t know how to take no for an answer. That’s not what I’m talking about here. What I’m talking about are the respectful salespeople and entrepreneurs who legitimately believe their product or service is a fit for you and your organization. They draft a polite email or leave a courteous voicemail. Then they wait patiently for a reply.

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