Stop Getting Ghosted.
I had a customer once who was giving me SUCH great vibes about our meeting. They asked for quotes, specs, lead times, the whole nine yards. I sent everything over and thought it would be a fairly quick PO. Then...crickets. For weeks.
I kept thinking they were just busy, and I kept telling myself, “No news is good news. They’re probably just working through their budgeting process and I don’t want to pester them.” The problem was, this was totally wrong. A competitive rep had come in and planted landmines. The customer was starting to doubt my solutions, but didn’t want to have a confrontation, so they were ignoring me and moving forward with getting quotes from the competitor. Luckily, I had a coach on the inside who shared this important nugget of information and I realized I couldn’t let myself get ghosted anymore. I HAD to find a way to get them to respond so I could overcome the objections they suddenly had.
Over the years, I have tested and researched the best ways to NOT get ghosted. Here are three proven, tested ways to get a customer to re-engage, once they start ignoring you:
👉 Send them a video message. This has worked for countless customers of mine. Send them a quick text video, remind them where you left off and ask them to call. It works. Trust me. I have had numerous people leave my seminar and try this method after getting ghosted, and they tell me it really works. It gets the customers out of “ignore mode” when they see your face and they realize they need to face the music and have the tough conversation.
👉 Send them an Outlook invite. This is risky and only works if you know the customer SUPER well and if the customer was truly excited. This allows them to easily accept your invite or propose a new time. Again, I have tested this personally and it has worked so many times for students of mine.
👉Send them an email and make the subject line very specific. Example: "Are You Having Concerns About My Quote?" If you follow me, you know that I'm a big fan of short subject lines (mostly because that's what research says works best), but in this ONE instance, it's okay to have a super long subject line, and one that will move the needle.
What have you found that works for you?
What has your experience been like? Let me know in the LinkedIn comments!
Would you like for me to come speak to your sales team or conference? Click here for videos of me speaking and book a meeting with me to get pricing info!
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