No Response is The Worst Response
Recently, I had an experience that made me reflect deeply on the importance of communication, especially in professional relationships. It started with a new lead — an RFQ (Request for Quotation) from a company I had never worked with before. To better understand their requirements, I decided to take a proactive step and travel to meet them in person. The decision felt right because, from my initial conversations, I could sense that they were working on some exciting products. The potential for a solid, long-term business relationship seemed promising.
I spent an entire day meeting with their team, including the buyer and technical staff. I discussed all the technical aspects of the RFQ and got a clear understanding of their needs. We had a great conversation with their senior management, where I was able to share my company’s capabilities and limitations. There was an overall sense of alignment, and we shook hands, agreeing to continue discussions in the coming days.
On Day 2, I was expecting to receive some additional data from the customer to move forward with the proposal. But as the day went by, I didn’t hear anything from them. I sent a quick message via WhatsApp, expecting a prompt response. Unfortunately, there was no reply.
On Day 3, I followed up with a call, but it went unanswered. I left a courteous reminder message, hoping to nudge them back into action. By this point, I had already started allocating resources within my team to work on the RFQ, and I was confident that we were heading toward a fruitful partnership. Yet, the silence continued.
The next several days (Days 4 through 10) were a frustrating cycle of attempted communication: emails, calls, and WhatsApp messages. Every mode of contact seemed to be met with nothing but silence. I even reached out to see if something had happened to them or their business. Was there an emergency or unforeseen issue? But there was no reply to any of my messages. At that point, I felt completely in the dark, and I started questioning everything. Did I miss something in our meeting? Was there something wrong with me or my proposal?
By Day 10, I had reached a point where I needed to move on. I couldn’t just keep waiting, so I removed the opportunity from my pipeline and informed my team that the project was no longer worth pursuing. This was a big decision, especially since we had been discussing a potentially substantial deal.
Then, on Day 34, I received a call from the senior manager of the company. To my surprise, he wanted to restart the discussion. Apparently, they had been busy refining their designs and were ready to move forward. When I asked why there had been no communication for over a month, his response was that they wanted to send me the most developed version of the design and needed more time to finalize it.
While I appreciated that they were working hard to perfect their designs, the lack of communication during that time was jarring. A simple message or a brief phone call during those weeks of silence could have gone a long way. Even just saying, “We need more time,” would have been enough. But instead, I was left hanging, and it led to unnecessary frustration on my part.
This experience made me realize how critical communication is in building professional relationships. A “no response” is often the worst response you can give. When you’re dealing with clients or colleagues, it’s always better to acknowledge that you need time or that things are on hold, rather than leaving someone wondering what happened. In the case of this customer, had they just communicated that they needed more time to finalize their designs, I would have understood and waited. But the complete silence made me feel disregarded, and as a result, my initial excitement and confidence in the opportunity were significantly dampened.
Why Silence Can Be More Damaging Than a Negative Response
Erosion of Trust: Trust is the foundation of any professional relationship. When someone doesn’t respond to your attempts at communication, it creates doubt. You start wondering whether you’ve said or done something wrong. Silence makes the other person feel unimportant or unworthy of their time and effort. In my case, this trust erosion made me less willing to move forward with the opportunity when they eventually reached out.
Loss of Momentum: Professional deals require momentum. A lack of response causes a disruption in the flow of communication. It’s like trying to drive a car with the engine off — you might get somewhere eventually, but it will take much longer. When you’re dealing with time-sensitive matters like RFQs, lack of communication can cause delays, missed deadlines, and ultimately lost opportunities. In my case, by the time they reached out again, the enthusiasm I had initially felt had been replaced with frustration.
Perceived Disrespect: Silence can be perceived as disrespectful, even if it’s unintentional. If someone takes the time to follow up multiple times, showing commitment to the potential business relationship, and receives no acknowledgment in return, it can feel like their efforts are being dismissed. I felt like my professional time and effort were not being valued, which created a negative impression of the client.
The Emotional and Professional Costs of Unreturned Messages
Emotional Disengagement: As much as we like to think decisions are purely rational, emotions play a significant role, especially in business. When there’s no response, it creates emotional distance. Over time, frustration builds, and that can translate into disengagement. You begin to question the importance of the client or the value of the project. In my case, I had started the relationship with genuine enthusiasm, but as days turned into weeks of silence, that emotional connection with the opportunity was weakened, affecting my willingness to invest time or resources into it.
Increased Risk Aversion: When you don’t hear back, you start to assume the worst. Did the client find another supplier? Have their priorities changed? Are they ghosting me altogether? The absence of response leaves room for speculation, and as time passes, you feel less inclined to take risks with that client. In my case, I moved forward with other prospects because I couldn’t afford to wait indefinitely for a response that never came.
Breakdown of Professional Relationships: Professional relationships are built on communication and mutual respect. When communication breaks down, relationships often follow. A lack of response can create a barrier that becomes difficult to overcome, even when the conversation eventually resumes. The goodwill that existed during the initial face-to-face meeting dissipates, replaced by frustration and doubt.
Practical Strategies to Foster Clear, Consistent Communication
Acknowledge the Message: Even if you don’t have an immediate answer, acknowledge receipt of the message. A simple “Got it, I’ll get back to you” can prevent misunderstandings and keep the other party informed.
Set Clear Expectations: If you need more time to respond, be upfront about it. Let the other person know when they can expect to hear back from you.
Follow Up Proactively: Don’t wait for the other party to reach out multiple times. Proactive communication shows respect and helps maintain momentum.
Use Multiple Channels: If one mode of communication isn’t working, try another. Sometimes an email might go unnoticed, but a quick call or text can get an immediate response.
Close the Loop: Even if a decision has been made not to move forward, communicate it. Ending on a clear note prevents lingering doubts and maintains professionalism.
The Bottom Line: No Response Is the Worst Response
In both professional and personal life, good communication is essential. It doesn’t have to be a long or detailed message, but simply acknowledging that more time is needed or providing an update is a sign of respect. If you truly want to close the loop on a matter, then yes, no response might be the best option. But if you’re still interested in pursuing a relationship or business, leaving someone in the dark is a surefire way to damage that connection.
The bottom line is this: No response is often the worst response, especially when you are dealing with people who are putting in the effort to connect, follow up, and engage. Communication is not just about the exchange of information; it’s about maintaining respect and trust. And in the business world, as in life, those are the foundations that relationships are built on.
