Let’s talk about a scenario we’ve all faced at one point or another – being ghosted. Ah, the silence that speaks louder than words! It’s like that message in your inbox that’s seen but never replied to. But here, we’re talking about prospects who vanish into thin air after what seemed like a promising interaction.
Let me paint a picture for you. You’ve had this amazing call or meeting with a potential client. T he energy was right, the conversation flowed, and they seemed genuinely interested in what you had to offer. You’re buzzing with excitement, already mentally spending that commission. You send a follow-up email, maybe even a text, ready to seal the deal. And then… nothing. Radio silence. Days turn into weeks, and still no response. You start wondering, “Did I say something wrong? Did they find a better deal? Did they get abducted by aliens?” Okay, maybe not the last one, but you get the drift.
This, my friends, is ghosting in the sales world. It’s confusing, frustrating, and can be a real blow to your confidence. But over the years, I’ve learned a few things about handling this phenomenon.
First, don’t take it personally. In sales, ghosting happens more often than we’d like to admit. There could be a hundred reasons why a prospect ghosts you, and most of them have nothing to do with you personally. Maybe they’re just not ready to make a decision, or perhaps something urgent came up in their life or business. Understanding this can save you a lot of heartache.
Next, follow up but don’t overdo it. I’ve found that a couple of gentle reminders spaced out over a few weeks can be effective. You want to show that you’re still interested and available to help, but you don’t want to come off as desperate or pushy. It’s a delicate balance, but it’s crucial.
Also, it’s important to keep the door open. When I send my final follow-up message, I always let them know that I’m here whenever they’re ready to proceed or if they have any questions. This leaves the conversation on a positive note and sometimes, they do come back when the time is right for them.
And finally, move on and don’t dwell. LOSE FAST. The truth is, not every prospect will convert, and that’s okay. It’s part of the game. There’s always another opportunity around the corner, so don’t get stuck on one that didn’t work out.
Being ghosted in sales can be tough, but it’s not the end of the world. It’s all about how you handle it and what you learn from it. Keep your head up, stay positive, and remember, every interaction, even the ones that go silent, is a chance to grow and improve. Happy selling!
Anthony Lobosco
