The War Room
How do you deal with client's who 'ghost' you after being heavily engaged for a period ot time?
After multiple attempts to get in touch stripline them or try to expand who you're talking to. You might be single threaded and not know all of the key players. If none of that works, I've straight up left a voicemail/sent an email to the tune of "blah blah blah I would appreciate the common courtesy of a response." That usually does the trick depending on how you have engaged with them previously.
Feel gutted when the deal is at the negotiation stage and the client doesn't respond to your emails or calls.
Without knowing more of the details, I'd send something along the lines of, "since I haven't heard back it's my sense that [insert what you're working on] is no longer a priority and [insert company, division, etc.] has decided to move in another direction. Please let me know if I have misunderstood." You can tweak it as needed. Depending on the previous engagements, I've gotten a lot of very prompt responses.
VP Business Development
Send a meeting invite. They are almost obliged to Accept Tentative or Decline. Be presumptuous. If you still don’t get any signals it’s a dead duck mate.
That's a good cheeky idea. ;)
I use the subject line "My tea's gone cold..." Generally good for a quick reply and certainly gets attention.
Manager, Enterprise Sales
Blind Calendar invite. Just throw it to them with barely any context. They know what they are doing to you. If they decline, then you know it's a dead deal. But the good news, 60% of the time, it works every time
What's the longest a prospect has ghosted you before signing all of a sudden?
How do you all handle a situation where a prospect has a contract approved and is ready for signature, but one of their family members just passed away? Want to be extremely sensitive to the situation...feel there's never a "right" time to reach out and never want to be salesy...
Generally speaking; how much discount are we giving clients without managers approval to drag those stubborn deals over the line?
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