How long to keep engaging a prospect in the pipeline?

Question

I am interested to know how long you should keep targeting an account if the client is ghosting.

I have tried calling/ texting/ emailing/ going through mainline with nothing coming back. Sometimes these deals are hot to trot on the demo and then silent. Sometimes I don't want to give up too easily as if I close off they might reappear and go to another AE. Also, managers will always ask why you gave up so early.

Please add your comments. For context, this is SMB sales cycles in tech

Accepted Answer

New, so could be way off the mark - but i say intermittently try them for at least 6mos. That is based on you KNOWING they are a fit for your product and they are a high probability of needing it. If they aren't your ideal client or are already locked down then don't waste time. just my 2c.

Answer

I’d setup reminders to touch base with them every two weeks the first month and then once a month for a remaining 6 months. Since they are SMB could be a number of things effecting them right now so this may be getting put on back burner. Things like labor shortages and supply shortages etc are stressing SMB right now. Take it from an SMB founder, lots of like or even love to haves, but some uncertainty right now and other fires burning.

Answer

How long have they been in the pipeline? Where are you in the process?

Answer

BUY or die. I mean that very seriously. If they don't die, they don't come off the list.

Answer

I close the opp after 4 weeks of ghosting. Send them a break up email seeing if priorities have changed. If they have, you can understand when to follow up. If they ghost that email, put into a drip campaign and hit up every 1-2 months.

Answer

I usually run a 12 - 16 touch cadence that spans about 3 or 4 months.

Answer

Depends.  Are you referring to a qualified opportunity or just some random target you've added to your sequence?  If I don't get anything from reaching out to a random target I'll give up after around 10 touch points.  If it's a qualified opportunity I will make them tap out before I quit on them.

Answer

I pull them from my pipeline but keep reaching out.  I just don't ever want anything I have no visibility into in my forecast.

Answer

I try to engage by sometimes sharing contents (once in 15 days) and a personal note (touch base) once a month asking if things are going well and if they have any thoughts about us. It hardly takes 2-3 minutes for me so I rather take it as an opportunity than waste of time.

Answer

Anywhere between 4 weeks and 2 months, I’d say… depending on product, average sales cycle, etc…

barney2021

How long to keep engaging a prospect in the pipeline?

When to give up on an opportunity that is Ghosting

16 comments

barney2021

How long to keep engaging a prospect in the pipeline?

When to give up on an opportunity that is Ghosting

16 comments

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