Consultant,
Here’s a common question my clients ask me for which I have no answer.
“What can I say to a prospect who’s ghosting me?” or “What can I say to a prospect to move the deal along faster?”
My honest response is that I have no idea.
I don’t have hacks, scripts or magic formulas to make people respond to me the way I want them to.
My belief is that if you’re speaking with a qualified prospect who has buying intent, they won’t ghost you in the first place.
Buying intent is made up of both external and internal factors.
External factors include the prospect’s need and timing. You have no control over these things.
Internal factors include how well you’ve shown them value during discovery and why it’s in their best interest to buy from you. You have full control here.
So if someone doesn’t respond to you after your initial conversation with them, maybe it has something to do with the internal factors. Or maybe the external factors have changed.
Either way, I haven’t come across a foolproof way to turn around situations every time you’re ghosted.
So here’s what I do when it happens to me…
I follow up 2-3 times at the most. Sometimes people genuinely forget to respond or your message slips through the cracks.
If there’s still no response…I move on to the next prospect.
For me, the best antidote to being ghosted is to have a sales pipeline that’s so busy that being ghosted doesn’t matter.
There’s plenty of opportunity out there and if certain prospects don’t bother to respond to you, they likely wouldn’t make ideal clients anyway.
So have the courage to move on. But build a pipeline first.
And guess what? That is in your control.
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Image credit: Sephiroth
