How to Un-Ghost Yourself (in Sales)

First off, if you’re not sure what “being ghosted” is, it’s when a prospect with whom you’ve had some level of interaction suddenly stops responding.

Most often, ghosting happens either after a first meeting or after you’ve issued a proposal or quote.

There are three reasons why a buyer ghosts you:

• You lack the energy or enthusiasm to generate interest for your buyer.
• You haven’t given your buyer a compelling enough reason to re-engage with you.
• Your offer doesn’t align with what your buyer believes they need.

The solution?

Well, as in football, the best defence is typically a good offence. In other words, don’t get ghosted in the first place!

Here are five steps to take in every interaction to keep your buyer engaged:

Step 1: When you connect with a buyer, be enthusiastic! There is nothing worse than speaking with someone for the very first time and be bored to tears. No one wants to listen to someone drone on about their product, service, or company in a monotone voice.

Step 2: Confirm next steps with your buyer before you depart your meeting. Don’t give your buyer a chance to ignore you. Set up your next meeting before you finish the current meeting.?

Step 3: Be clear on the benefits your buyer will achieve. If your product or service will help your buyer, make sure they’ve got the message. Do this by asking your buyer which benefits you’ve discussed they think will be of greatest benefit, and why.

Step 4: Make next steps a no-brainer. Tell your buyer what the next steps are, what you’ll be providing them (if anything), and what the buyer can expect. Most importantly, repeat the dates and times you’ll be following up. Do all of this at the end of your meeting or call.

Step 5: Give your buyer a compelling reason to re-engage. Ask yourself, what can you provide your buyer in the next meeting that will have them eager to join you? Then, drop a hint of this during your initial call or meeting “In our next call there are a few benefits to using our ______ that require some explaining. We should only need 10 minutes to discuss.”

Whatever you sell, you will be ghosted at one point or another. Use the steps above to reduce that risk, accelerate your close and lessen your frustration.

Best,

Shawn

P.S. My newest book, The Unstoppable Sales Team, is now available. You can learn more or order your copy here .

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