How do you prevent getting ghosted by prospective customers? Is there a secret formula you use to getting a response?
Would love to hear your thoughts!
YankeeClipper
Ghosting
3
First rule of ghosting is to never leave a call without a next step on the calendar and clear expectations for why we are having that call and what has to happen between now and that meeting.ย
But what happens if they noshow?ย
If they no show to a meeting that we setup together?ย
Well if they are late to that meeting I am calling them and emailing them telling them im waiting in zoom.ย
If they ignore all that and dont even have the decency to let me konw why they didnt show up then I send a nice concise breakup email and close that shit lost.
I dont have time for that bs. Dont chase em. I cant remember the last time I was ghosted on a call that I set up with the prospect in a sales process.ย
Now if someone books a meeting from a cold call or a demo request form or something like and they no show to that first meeting then I am more gracious since we havent actually really spoken. But no-showing in an actual sales process without any note...thats a serious offense in my book
Well if they are late to that meeting I am calling them and emailing them telling them im waiting in zoom.ย
If they ignore all that and dont even have the decency to let me konw why they didnt show up then I send a nice concise breakup email and close that shit lost.
I dont have time for that bs. Dont chase em. I cant remember the last time I was ghosted on a call that I set up with the prospect in a sales process.ย
Now if someone books a meeting from a cold call or a demo request form or something like and they no show to that first meeting then I am more gracious since we havent actually really spoken. But no-showing in an actual sales process without any note...thats a serious offense in my book
So are you talking about a no-show for a 1st meeting that you booked in a cold call?ย
or are you talking about a no-show to a proposal review call after you have done discovery and a demo and all that?
or are you talking about a no-show to a proposal review call after you have done discovery and a demo and all that?
Ghosts don't sign contracts. If they cant keep their commitment they probably arent worth your time.ย
People are bound to ghost one way or another, I believe the next step of they ghost is to be persistent, lead with a โsorry I missed youโ.ย
i strongly believe a no isnโt a no itโs just a โnot nowโ
i strongly believe a no isnโt a no itโs just a โnot nowโ
Ensure thereโs a compelling reason to buy...
People tend to ghost because they donโt have a compelling enough reason to buy, they donโt believe you can help them or they have higher priority concerns.
People tend to ghost because they donโt have a compelling enough reason to buy, they donโt believe you can help them or they have higher priority concerns.
This - there has to be a genuine interest in the product to fill a need, otherwise you're just talking to someone too nice to say no.
I highly recommend you read Gap Selling by Keenan. The book has changed everything about the way I sell. By really uncovering the gap between their current state and desired future state, and - more importantly - by determining the impact the gap has on their business, you will be armed with arguments to get them back in the conversation. His approach is an email that says:
"I'm confused, you mentioned that by not having a proper (insert your gadget here) your organization is losing X per month, making you miss growth goals. We determined our (insert gadget here) can help you get there. What has changed?"
And the other approach comes from the Slingshot Guys on LinkedIn. They use a scientific/psychological approach to sales by analyzing what triggers a response.
"Have You Given Up On This?" is a famous subject line they're using - I have been using it too and in many cases it has worked. It appeals to the "chimp brain" that is proud and doesn't want to be seen as a quitter.
And all gimmicks aside - sometimes your prospect is just too nice to say no and chooses the easy way out - and ghosts you.
Can be avoided by doing a deep dive discovery to find out if A) they really have a problem and B) you can actually solve it.
"I'm confused, you mentioned that by not having a proper (insert your gadget here) your organization is losing X per month, making you miss growth goals. We determined our (insert gadget here) can help you get there. What has changed?"
And the other approach comes from the Slingshot Guys on LinkedIn. They use a scientific/psychological approach to sales by analyzing what triggers a response.
"Have You Given Up On This?" is a famous subject line they're using - I have been using it too and in many cases it has worked. It appeals to the "chimp brain" that is proud and doesn't want to be seen as a quitter.
And all gimmicks aside - sometimes your prospect is just too nice to say no and chooses the easy way out - and ghosts you.
Can be avoided by doing a deep dive discovery to find out if A) they really have a problem and B) you can actually solve it.
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