What to do When a Prospect Ghosts You…

Summary

In this training video, the speaker shares effective strategies for re-engaging prospects who have stopped responding after initial positive conversations. The focus is on using concise and targeted follow-up emails, voicemails, and text messages that are personalized to the prospect's specific goals. Rather than relying on lengthy, generic messages, the speaker emphasizes using a direct, empathetic approach with phrases like 'Where should we go from here?' and 'Did you give up on [specific goal] or what actually happened?' The techniques aim to maintain momentum and increase the likelihood of re-engagement, providing salespeople with a more effective way to reconnect with prospects.

Takeaways

• 😀 Avoid using long, wordy emails when following up with prospects. Keep messages short and to the point.
• 😀 When following up, use a direct question like 'Where should we go from here?' or 'How do you want to proceed?' to prompt a response.
• 😀 This method of follow-up is most effective after you've already made multiple attempts to reach the prospect, such as voicemails, texts, or emails.
• 😀 The key to success is timing—don't send a follow-up too soon. Wait a few days before sending the next message.
• 😀 The tone of your follow-up should be neutral and not overly apologetic or emotional. Avoid saying things like 'I'm praying you're okay' or 'I look forward to hearing from you.'
• 😀 Personalize your message by reminding the prospect of the specific problem they were looking to solve and the desired outcome they mentioned.
• 😀 Be specific in your follow-up by repeating back the problem the prospect shared and what they wanted to achieve, avoiding vague terms.
• 😀 If your prospect still doesn't respond after this follow-up, wait a few more days and then ask, 'Did you give up on [problem] so that you can [desired outcome]?'
• 😀 When you do follow up, ensure the sequence of messages is correct—don't jump ahead to the final attempt without properly following the steps.
• 😀 If prospects don’t respond to your final message, they will often explain why, allowing you to address their concerns and re-engage them.

Q & A

What is the main challenge addressed in the video?

The main challenge addressed is how to handle prospects who 'ghost' you after initial interest, such as those who stop responding after a positive conversation or scheduled appointment.

What common mistake do most salespeople make when following up with prospects?

Most salespeople send long, impersonal, and overly formal emails or messages that are too wordy, which prospects are unlikely to read fully and often delete without engaging.

What is the recommended approach for following up with a ghosted prospect?

The recommended approach is to send a concise and specific message such as, 'I tried to reach you a few times but we didn’t hear back. Where should we go from here?' This message should be short, clear, and to the point.

How many follow-up attempts should be made before sending this concise message?

The concise message should be sent after approximately 3-4 previous attempts, including voicemails, texts, and emails. It’s not the first or second message but one of the later attempts.

Why is it important to space out the follow-up message?

Spacing out the follow-up message ensures you don't overwhelm the prospect and gives them time to respond, while also demonstrating persistence without seeming too pushy.

What is the importance of the wording in the follow-up message?

The wording is crucial because it should be personal, simple, and action-oriented. The goal is to create curiosity or urgency without sounding overly sales-driven or pushy.

What should you do if a prospect still doesn't respond after sending the 'where should we go from here' message?

If there is still no response, send a follow-up message asking, 'Did you give up on [specific problem] or what actually happened?' This message should repeat back the specific problem and desired outcome the prospect mentioned earlier.

How should you tailor follow-up messages to different industries or situations?

Follow-up messages should be customized to address the specific problem and desired outcome that the prospect mentioned during your initial conversation, whether it's for B2B or B2C, fitness, consulting, or any other industry.

How does emotional connection play a role in following up with ghosted prospects?

By addressing the prospect's emotions and specific goals (e.g., losing weight to feel healthier or scaling a business), the salesperson can trigger a response that resonates with the prospect’s personal needs and motivations.

What is the difference between internal urgency and external sales pressure in selling?

Internal urgency refers to creating a sense of urgency within the prospect based on their personal pain points or goals, whereas external sales pressure is more about pushing the prospect into a decision through aggressive tactics. The video emphasizes creating internal urgency for more effective sales.