--- title: What You Do Between the No Answers | The Sales Blog description: The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t discern who might be worth spending time […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_197051783.jpg --- ### [Now booking SKO meetings for 2026/27! 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The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t discern who might be worth spending time with and who isn’t, and is too busy to try to figure it out. So, your dream client says “no” to everyone. Each of the “no” responses you get to a request for a meeting after that first “no” is a judgement on how you’re doing [differentiating](https://www.thesalesblog.com/blog/so-what-makes-you-different) yourself and proving that you can make a difference in their business. This is true if the second “no” is during the same interaction or months apart. The question you have to answer is what you do between those “no” answers that changes the outcomes of your request. Do you [give up](https://www.thesalesblog.com/blog/who-made-you-quit), accept the “no” answer, and ask if you can “check in” in 90 days? Or do you restate the value your dream client will gain by meeting with you? Do you let it lie, or do you immediately send a follow up note outlining in writing how you can make a difference and again requesting a meeting? Do you move on to easier, more [receptive](https://www.thesalesblog.com/blog/the-receptivity-trap) targets? Or do you buckle down and begin a nurture campaign, delivering actionable ideas as a way to make deposits in the relationship in front of your next ask? The first “no” probably doesn’t mean your approach is wrong. Every “no” after that means that you haven’t yet found a way to differentiate yourself and prove that meeting with creates enough value to deserve a “yes.” If you want appointments, you have to do something different between the “no” answers to get a different result.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 2, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-11T11:18:08 AM", "datePublished" : "2014-07-02 21:00:34", "description" : "The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. 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