Asking people to call you back is a bit obnoxious–even if there is value and reason.
When I got the message below from Daniel McLellan, I had to share it with you. The way he “closes” his emails is much better than what I recommended in my new Ultimate Guide to Email Prospecting.
Why is it better? The person on the other end feels like they’re talking to a human being, not a salesperson.
It reduces their defensive responses and opens them to actually talking with you — just like you’re talking to them.
But enough of my pontificating. You need to read what he wrote:
I love your stuff. Your email strategy just paid for my new backyard deck!
I used to send a hundred template emails and get no response. Now, I take that same time to send 10 strategic cold call emails with ample research and will get 5 responses.
There is one part of your strategy that I needed to substitute though the action you’re driving to at the end.
I explain to my sales team that asking people to call you back is a bit obnoxious–even if there is value and reason. When you do that your prospects are left thinking, “Wait, you want me to call you? so you can pitch me? You want me to stop doing my job and search for time in my calendar to give you so that you can sell me? Are you kidding?”
Using your strategy increases response rates for sure, but even great emails will sometimes fail. This is why I take a different approach.
I try to put as much of the onus on me as possible to connect.
Here are some ways that I do that.
Example 1: “I have time free on Friday, July 6th at 2:00pm. I’ll reach out to you then to discuss. I hope you’re able to take my call.”
With this closing statement, you’re:
- Showing that you are not asking anything from them.
- Carrying the labor of the continued conversation.
- Passively trying to connect, not aggressively.
Example 2: “I’ll reach out to Mary to see if you have some time free to discuss next week.”
By suggesting that you’ll reach out to their executive assistant, you’re:
- Showing that you’ve done your homework.
- Following the correct protocol for the continued conversation.
- Not asking anything from them and their busy schedule.
Example 3: “I have time free on Friday, July 6th at 2:00pm. Are you free at that time to talk?”
By closing this way, you’re:
- Still asking them to do something, although it’s minimal. They just need to check one date/time in their cal.
- Giving them enough time (at least a week out) to ensure that they’ll have a free spot on their calendar.
Sometimes I’ll offer two times a week out for them to choose from and then say, “Which date/time works best?”
By taking this approach, I’m applying a successful passive/aggressive strategy. I’m able to send 3 to 5 emails and make 3 calls without annoying the prospect…which isn’t easy.
Here are a few suggestion to increase your email cold calling success rate using this approach:
- If I don’t reach them, I leave a voice mail and send an email stating, “I guess this didn’t turn out to be a good time. Let’s try again for Wednesday at 3pm.”
- On the morning of my proposed meeting I’ll send an email stating, “As per my message, I’ll be calling you today at…I hope that we’re able to connect. Please let me know if that time doesn’t work.”
- I’ll continue this for 3x per prospect, then back away. After the 3rd attempt, I usually say, “I guess this time frame is way too busy for us to connect. I’ll try again in the future. In the meantime, feel free to contact me…”
- I then move on to someone else in the company after the 3x.
- I try to splice the attempts with value. Before the scheduled call attempt, I may forward them an article stating, “This company looks like they are going through the same thing as you…check out their approach”. Or on a VM, stating, “By the way, B2B magazine has a whole section this month of the financial services vertical and I know that’s a big focus for you guys.”
I love the simple elegance of Daniel’s approach. The moment I read/heard it from a customer’s perspective, I knew it was much more effective.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
