When a Hot Prospect Ghosts You

When a Discovery call goes great, but your prospect goes radio silent -- what next?

Don’t take it personally. Assume the best. And keep on reaching out.

When I make two post-Discovery follow-ups with no response, my third outreach will include a line asking: “is this no longer on your radar?”

If my offering is still on their radar they’re usually eager to correct me and explain the delay.

And if they’re no longer interested, the plain language makes it more likely that I’ll get a courtesy response.

If they still don’t respond? Deploy a “movin’ on” message:

“Hi ______, hope you’re well. As eager as we are to move forward, the timing may not be right for you. Please advise either way so I know you’ve received my (calls) and can plan accordingly or make a note to no longer reach out. Thanks and looking out for your response”

Next step - calendar a follow-up in 4-6 months. I’ve called plenty of people who are happy to hear from me six months later -- even when they asked me not to follow-up with them. And who knows, by then, they may have moved on themselves.

Tweak the verbiage. Make these tactics your own. Just remember to de-personalize so you can help them make the best possible purchase decision – even when that means they decide to hold off purchasing what you’re selling.