Your lead has gone silent after showing interest. How do you reignite the conversation?

“Happy Ears” is a condition sales people get after they think a meeting went great but it really didn’t. Prospects tell you what you want to hear. Sales pipelines become pipedreams. Here is how to treat it so it never pops up again. - During the first meeting, address the elephant in the room - we’re all “busy” and best to schedule the next meeting now. - Ask better questions to get better answers so you can get better outcomes for you and them. This is how to “add value” - get them to say something out loud before that they’ve never said. - Get uncomfortable - talk money, talk other solutions/competitors besides you, talk timeline and priority. - if all else fails and they ghost, the 3P’s - patient polite persistence.

Chris Voss is the author of "Never Split the Difference." He recommends that you text or email the prospect and ask, "Have you given up on this? And that they will answer in minutes.

Simply give a quick call. I get so much email that’s just spam and I’d rather get a call. If I want to chat with you I’ll call back if not well there’s your answer and move on to the next person.

Leads go silent because you more than likely aren't their priority at this time...and that's ok. Instead of continually asking for their business...try to add some value. Your job is to stay top of mind, not to try and close them every chance you get. If your product or service can really benefit them, the time will come for the close.

Ask an Open-Ended Question Follow up by asking an open-ended question that continues the previous conversation thread and shows you were listening. For example, "In our last chat, you mentioned struggling with [x pain point]. I was curious what your current process is for handling that?" Personalization establishes rapport and can make your lead feel valued, increasing the likelihood of reigniting the conversation.

When you decide to follow up, ensure that your message is personalized. Reference previous discussions and show genuine interest in their specific challenges. This demonstrates that you're not just sending a generic message but are invested in helping them find a solution. Personalization establishes rapport and can make your lead feel valued, increasing the likelihood of reigniting the conversation.

What helps is if you know a little about their personal goals. What would a succesful project do for their career? Can you tie in something that is important to them in your next message? Surprisingly people tend to care more about their personal success than the success of the company they work for. Unless they own it of course.

Why are Joe Breider and Stacy Carachure’s answers exactly the same, word for word? ?? …pretty sure I know but perhaps they’d like to respond?

Provide Value Share a relevant article, case study, or industry trend that relates to their business or a pain point they mentioned. Explain why you thought they'd find it valuable. Offer to do a brief demo or consultation tailored to their specific needs and challenges. By providing value, you're not just asking for their time; you're giving them a reason to engage with you again.

In your next message, focus on adding value. Share insights, relevant information, or resources that align with their interests or needs. This shows that you're knowledgeable and willing to go the extra mile to assist them. By providing value, you're not just asking for their time; you're giving them a reason to engage with you again.

Timing can be everything. Consider when your lead might be most receptive to your message. Avoid Mondays when inboxes are typically full and Fridays when people are winding down for the weekend. Midweek mornings often work best. Also, think about their industry's busy periods and try to avoid those times. Sending your message at the right time can increase its chances of being seen and acted upon.

Also, be careful with your own time. Don't suggest a wide window of slots but offer two time slots that fit you well. This shows you are a busy professional just like them and that you are choosing to allocate time to them because you know how much the success of their project means to them.

If there's still no response, follow up wisely. Space out your communications to avoid overwhelming your lead. Two or three follow-up attempts are usually sufficient. If they remain silent after that, it might be time to move on. However, leave the door open by letting them know you're available whenever they're ready to resume the conversation.

Finally, use this experience as a learning opportunity. If your lead remains silent despite your best efforts, assess what could have been done differently. This reflection can help you refine your approach for future leads. Remember, not every silence can be broken, but each one can teach you something valuable about your sales development process.

At the same time, try not to wallow too much. You don't know what is happening on your prospects' side. If you see a trend in multiple sales cycles where communications break down, absolutely reflect on what might be causing that. However having a consistent approach is very valuable to a sales person. Find out what works and stick to that, even if it sometimes doesn't work out at all.

The key is adding value while gently re-opening communication. With the right rapport-building approach using insights from your saved resources, you can revive the conversation.