How can you re-engage clients who have gone silent?

Allow the feeling of silence, of a complete lack of response to serve as a great reminder of just how challenging sales can be. And remember that silence before each and every scheduled meeting you have. Our prospects time is precious and so is ours so when we have them on the phone ask thoughtful questions to learn as much as you can about what they are grappling with in their day to day. Then when a prospects goes silent remember to use the insights you gleaned, directly from them, in their language to help you cut through the noise and recapture their attention. Best of luck all !

Re-engaging clients who have gone silent requires a thoughtful and strategic approach. Here are some steps you can consider: Reflect on the Relationship: Understand why the client might have gone silent. Was there a specific issue or concern that was not addressed? Did their needs change? Understanding the root cause will help you tailor your re-engagement strategy. Send a Personalized Message: Craft a personalized and friendly message expressing your concern and interest in their well-being. Avoid generic or sales-focused messages. Mention specific aspects of your past interactions to show that you value the relationship.

In my experience, after the usual 'did you get my email/proposal' and 'just checking to see if you had any questions' you need to turn to less salesy comms, and add value instead. Provide the prospective client with some information such as latest trends or thought provoking news from your sector that they may not be aware of. Create a need for why else you should be part of their network and by adding value, referring leads, sharing latest news and trends, are all ways to help you stand out and be noticed.

In my professional experience, fostering value entails adeptly shepherding teh client through the intricacies of their thought process. Moreover, transparency proves to be a formidable strategy; a candid approach, exemplified by expressions such as 'I am genuinely interested in securing this project from you; how may I contribute meaningfully?' establishes a foundation for mutually beneficial collaboration

Using a good CRM and adding reminders to Keep in Touch is a must. If after the call-email- call-email principle, leave them be for a few months to avoid being perceived as being a nuisance. Think about how you like to be sold to and follow those rules too. Persistence is key but do give them a break or they might just block you.

At some point you have to let them be. If they decided not to move, there may be other forces at work that you are not aware of. I always leave the final communication on an upbeat" "I am always here when you need me." Often, they return and explain what was originally holding them back, more intel for reformulating a new proposal that meets their needs better in the second timeframe. Both sides win-win.

I was speaking with a Colleague yesterday and we agreed that the buzz word for 2023 has to be “ghosting”!! I agree on all the tactics presented above and would like to reinforce the “respect their decision” message. It’s really important to have a well crafted “final” message that is sent via email and spells out that you will no longer direct message them but instead will add them to your email list to ensure you can stay in touch. My final message goes like this: "As I haven't heard back from you, I'm guessing now isn't the right time for you? I would love to keep in touch with you so will add you to our email list so we can continue to keep you updated with new news and useful resources"

Reach back out to them not to push your sales but to show them that you genuinely care about assisting them , then ask them if they’re still interested or had changed their mind. Doing this will , does work.

A client refers to people buying from you. The motivation to buy are not all the same and therefore it is a fallacy to think just because they bought from you they will always do? Change in many aspects motivates this. It is perhaps adopting a mindset that if they're not buying, based on their previous experience would they recommend you? Companies changes its personnel regularly and therefore engagement skills and building strong relationships can count. Something we always advocate at our BforB Clubs.