The War Room
Question
Post

You've built rapport, took them through your value proposition, scheduled follow-ups, everything feels great. Now it's decision time and.... GHOSTED... How do you recapture their attention and when is it time to hit them with a break-up email?


๐Ÿ“ˆ Closing
4
madtea
Good Citizen
Regional Director
If theyโ€™re actually interested, theyโ€™ll respond. If they donโ€™t, theyโ€™re either being unprofessional or they donโ€™t want what youโ€™re selling. Break up
mattyg
Head of Sales, Americas
2 emails and a phone call, then break-up.
SalesPharaoh
Big Shot
+10
AM BDR
Can you share the cadence of this formula?
CoorsKing
WR Officer
+13
King of the Coors Knights
IMO the problem might be "your value proposition" does not map to their perceived value. That or something was missed during the qualification, because if they truly have a pressing need to solve, they won't go dark. Even if the project gets pushed, which happens, they will let you know most of the time because the issue still exists. All the times I have been ghosted turned out to be due to something I missed... either a hidden stakeholder, compelling event, etc.ย 

If they have been dark for an extended period of time I typically at that point will just ask "is (XYZ) still a priority" and if still get nothing back, move on.ย 
CuriousFox
WR Officer
+13
Senior Account Executive
Send that DocuSign reminder and follow up I'm an email to check their spam folder just incase.ย 
sellout
Good Citizen
Hybrid Account Executive
I tempt them with competition usually.ย 

โ€œHey {name of ghosting shithead that selfishly doesnโ€™t care about my quota}ย 

{competitor that answered me} just got started with us so I wanted to get you online ASAPโ€

What works best for me sometimes is something unrelated to the sale tbh and trigger some banter. I also sent a gif once of thanos saying โ€œI am inevitableโ€ and basically said Iโ€™d NEVER leave him alone and they liked that.ย 
SalesPharaoh
Big Shot
+10
AM BDR
That works, I usually add this in fhe pitch like I have 1 competitor who is onboard and we can help you by offering what we are offering them.ย 
GlassSlinger
Opinionated
+5
Carrier & Wholesale Development
Is it possible to get in front them face to face?ย  6ft apart of course..ย  That usually lets you know where you are with them.
Chuck
Executive
+3
Senior Account Executive
Man, I wish. For us SaaS sales reps, that's hardly ever the case.ย 
GlassSlinger
Opinionated
+5
Carrier & Wholesale Development
I like BigMeech's advice then, is it still a priority?ย  You may offer them something to start a convo again.ย  An old boss would harp on calling for an update, he would push us to bring them something new to discuss.ย  Have a reason to call them beyond asking for an update....ย ย 


And when you can, make it painful for them to break up with you!
SalesSponge
Account Manager of Machine Tools
After working on active projects (emails/calls/visits/demos by old customer for new customer) and not getting replies back on emails or VMs. Iโ€™ve attempted this only 3 times and Iโ€™ve received 3 responses within 12hrs. Simple email. No more. No less:

Good Morning/Afternoon (customer),

Have you given up on (project youโ€™re working on with them)?

Thank you,

All 3 apologized.ย 
One said โ€œwe already purchasedโ€ฆโ€.ย 

The other two are still open projects, just delayed due to organizational and facility changes.ย 
Beasthouse
Opinionated
+5
Corporate trainer
nope their just a bad deal who has not communicated why. not an icp falls out of the bant metrics for timeframe ... fup list and move on. have seen many great SDR's succeed simply by not wasting their time.ย 
9
AEโ€™s - hereโ€™s a very client-centred way to gather information about โ€˜WHENโ€™ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
Advice
11
11
How many times will you call a prospect after they don't answer the first time? At what frequency? I typically don't make a lot of repeat calls, just call with volume consistently and try to catch folks at the right time...
Question
12
11
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...
Question
14