Getting Ghosted? Try this to Reconnect with Busy Buyers

Are you finding it difficult to reconnect with buyers after you've had an initial conversation??

Maybe you're getting ghosted after sending along with your quote?

Whatever the situation, being ghosted can be the death of your sale.

Before we talk about how to recover from "ghosting," let's avoid the situation altogether.

You need to ensure you include three steps with every sale call to avoid ghosting.

1.?????Don't Rush the Sale.

When I was in my twenties, selling cars, it didn't take long to figure out who was there to buy a car and who was just tire kicking.

Initially, I was eager to get the prospect in my office to discuss pricing, but I quickly realized that anyone in a rush to get a price might be price shopping and not genuinely interested in buying a car from me.

The first thing to ask yourself when ghosted is whether you rushed the sale or not. For example, did you rush your presentation, skip past addressing typical objections, or push to write up a quote.

If you did, you're likely to be ghosted.

2.?????Book Your Next Meeting During the Call?

There's an old saying in sales, "always confirm your next step before you end a call." Unfortunately, I think this is still too vague to avoid being ghosted.

I suggest to all my coaching clients, "put your next meeting in your mutual calendars while still on the call." See the difference? If we agree to have a follow-up meeting, I'm booking online, in-person, or on the phone.

Get the call booked before you leave the call.

3.?????Practice Diligent Follow-up?

To be successful in sales means you must follow up quickly and repeatedly.

The email promised resources within 60 minutes of the call; sent mail overnight by courier; placed follow-ups religiously. Remember, the sale goes to the first and last person to follow up. So, make sure you're both.

If you've practiced these strategies and you're still ghosted, try this.

Send an email titled "Question," then in the content, say that you haven't been able to reach them since your last meeting, and you're wondering if it's something you did or didn't do.

That's it.

I've found a greater than 90% success rate with a response from this email, as have my coaching clients.

When you ask a genuine question, you typically get an honest answer.

Use this wisely, though – the goal is not to jump to this as your method of avoiding ghosted; start with the strategies outlined above.

Good luck, and good selling!

Best,

Shawn

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Shawn Casemore is an expert in sales, driven by a passion to help business owners, executives and sales leaders accelerate their sales results.

As the author of The Unstoppable Sales Machine (June 2022), and The Unstoppable Organization (2017), Shawn is a recognized authority in accelerating sales growth. His insights can frequently be found online in publications such as Fast Company, Chief Executive, Rain Today and INC magazine.?

To contact Shawn,?click here.

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