The War Room
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How to get over being ghosted by a prospect?

After a demo or solidified next steps/ expectations, how do you get them re-engaged? I go for a "thoughts?" email or the classic call every day until they answer. Would like to hear other strategies.

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10
paddy
WR Officer
+11
Account Executive
Just threaten their family if they don't show up
sfdc
Catalyst
+6
Senior BDM, Enterprise
Usually when a customer has ghosted (as much as we donโ€™t like to admit it) itโ€™s probably because weโ€™ve missed something.
1. Either we havenโ€™t done a good job of identifying the right pain point that has enough urgencyย 
2. we didnโ€™t get clear on timelines and competing priorities.ย 
If thatโ€™s the case try to catch them on the phone and cover those questions or de-prioritise!ย 
SlingingShelfware
Good Citizen
+2
Account Executive
I'm used to the ERP migration or data harmonization project coming out of left field and slowing everything down, so this makes sense.
sfdc
Catalyst
+6
Senior BDM, Enterprise
Exactly! Try to uncover these projects really early on, and if they take priority then you know to deprioritise and circle back when the time is right - or better yet, pencil in a time for when they believe the project will be complete.
Rallier
Politicker
+10
Account Executive
You need to have clearly defined next steps before you get off the call. That's really the best way to avoid being ghosted
SlingingShelfware
Good Citizen
+2
Account Executive
I do this every time and thatโ€™s whatโ€™s frustrating a lot of the time. Solidified next step and even budget, then ghost for weeks.ย 
JuicyKlay
Politicker
+9
AM
Give them a call until they eventually pick up and just calmly ask them what's going on and make sure everything's okay.
funcoupons
WR Officer
+11
that's queen coups to u
Lots of threads have already been created on ghosting, please use the search bar.

https://bravado.co/war-room/posts/ghostingย ย 


https://bravado.co/war-room/posts/tips-to-reduce-no-shows-ghosting
Justatitle
Politicker
+11
Mid Market AE
At the end of that demo thereโ€™s still so much to do usually but point blank asking if this is something they want or giving them the out keeps them engaged. If you have them the out then they ghosted we have a breakup email template where if they donโ€™t respond by x day we close them outย 
SalesSage
Valued Contributor
+5
National Account Manager
You should just start stalking them, stalkers always win. JK!ย  I think that appealing to their human side in this moment helps.ย  You can say I don't want to crowd you, maybe the interpretation of timeline that I had was different than yours.ย  Please advise on how you want me to handle you and team moving forwards.ย  This usually gets some sort of reaction because it appeals to their person verse the work and numbers convo.
cw95
Politicker
+6
Pricing Executive
go after their competitors for that sweet taste of revenge.ย 
28
Stop sending pricing over...that's a great way to get ghosted
Discussion
40
50
Is there anything sweeter than seeing a prospect who ghosted you cc'd on an email from their boss?
Discussion
31
4
How and how often do you follow up with โ€œinterestedโ€prospects who have ghosted you?
Question
6