Stop Getting Ghosted: How to Keep Prospects Engaged Until They’re Ready to Buy

As a business owner, you know what it’s like. You meet a prospect, things seem to go well, and then... silence. It's like they've vanished into thin air. Before you start questioning your business or your approach, remember: it's not always about you. Even the best get ghosted. It could be pre-buyer's remorse, a sudden emergency, or simply life getting in the way. But if your inbox is more ghost town than bustling marketplace, it's time to take action.

Step 1: More reminders. If your follow-up strategy relies on a mental note or an optimistic “I'll remember to email,” it's time for an upgrade. Do you use scheduling software, like Calendly? You should. This nifty tool does the remembering for you, sending out automatic nudges to your prospects. And make sure those reminders sound like they're coming from you, not a robot. Personalize them. Make them friendly. They should be YOU.

Step 2: Make prospects fill out a pre-call questionnaire. Now, if completing it feels like running a marathon, you've got a problem. Long forms can be daunting. Keep it short and sweet. Your goal is to stoke your prospects’ excitement, not test their endurance. The simpler the better. Collect relevant information about who they are, what they hope to achieve, and what’s standing in their way.

Step 3: Be patient and be top of mind. Patience is key because not everyone will buy on the spot. Some prospects need time, and that's okay. Use that time wisely. Send emails, postcards, print newsletters. Stay in touch. You want to be the first name that pops into their head when they're ready to make a decision. Be present but not pushy. You water a plant for weeks before it blooms.

And when your prospect is ready to make a decision, you need to be the standout option. When a prospect is comparing you to five others, you don't want to be just another name on the list. You want to be the name. How do you do that? Establish yourself as an expert. When you're seen as a leading authority, you're not just another option—you're THE option.

How to you establish yourself as an expert? There are lots of paths (some longer and harder than others). But here’s a tried-and-true rule: Experts Have Books.

Not sure you can write a book? Does thought of writing send shivers down your spine? We get it. That's where Paperback Expert steps in. We interview you, then transform your spoken words into the powerful pages of a book. Our Speak-to-Write method makes it seamless. You talk, we write. It's that simple. No staring at a blank screen, no wrestling with words. Just your insights, your expertise, captured in a book that sets you apart as the go-to provider in your field.

In a world where standing out is more important than ever, a book is not just a marketing tool; it's a declaration of your expertise, a beacon that draws people to your business. Let's make your expertise unignorable. Let's write your book together.

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