The War Room
Advice
Post

Deals in play that go dark

What's the best re-engagement techniques that you all use to re-engage a prospect or trial client that has gone "dark" aka ghosting you. They still have access to our platform and I'm sending emails / calling them on a every other day basis. Should I just deactivate and move on? These people were super interested at first. Now nothing.

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
☁️ Software Tech
7
braintank
Politicker
+6
Enterprise Account Executive
I like the Chris Voss "Have you given up on this project?" email.Β 
Salespreuner
Big Shot
+11
Regional Sales Director
absolutely!
drendo
Politicker
+8
Enterprise Account Executive
I've had mixed success with something along the lines of "you have my details should <insert problem your product solves> become a priority again, thanks for your time" as a kind of 'goodbye' mail. If they don't reply you've got the 'no' you need to move on, but if they are just struggling with time/buy-in, they may then share that with you to get you to stay in touch and you can support.
Salespreuner
Big Shot
+11
Regional Sales Director
Very right and helpful. ThanksΒ 
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
The best way to get someone who is actively interested in your product, but is ghosting you, is to shut them off. If they are interested in the trial, they'll email you frantically asking why they're locked out. You can use that as leverage to schedule a re-alignment meeting.
Rallier
Politicker
+9
Account Executive
I saw this tip on reddit. Basically you get your boss to send you an email saying something like "What's the status with {Company}?".Β 

You then forward that email to the prospect and be like "hey prospect, curious to know where we stand regarding this project, my senior leadership is asking. Any insight is greatly appreciated!"

Something along those lines. For whatever reason I've had success with this
brotato
WR Lieutenant
+9
Head of Sales
Send them a Feedback for Access email:

Hey ___,

Unfortunately free access will be ending this Friday, May 21st. Wanted to give you enough time before hand. You do have the option to continue access for another 2 weeks through our Feedback for Access program. That involves scheduling a 30 minute call to hear about how you've been using the product, areas of success, and of course, your candid view on area for improvement.

Let me know if you'd like to participate in this program.
Tres
Politicker
+6
Account Executive
I'd give them a week or two countdown to when you'll shut off access and then truly shut it down if they don't reply.Β 
LordOfWar
Politicker
+8
Director
Did you send a fake-automated "your trial will end soon" email? If so just cut them off from the service.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Two tactics: I've done pretty well with "Is this still a priority?" for years. If that doesn't work, I send "Hey, my boss is on me about this. Can you just give me any update?"
5
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