In the competitive world of B2B sales, professionals often encounter the frustrating phenomenon of being ‘ghosted’ by potential clients. As salespeople, we naturally lean towards optimism, especially after what seems like a successful meeting. However, it’s not uncommon to find yourself in a situation where a promising lead suddenly becomes unresponsive. This can leave even the most experienced salesperson feeling perplexed and unsure of how to proceed.
Understanding the ‘Why’ Behind Ghosting
Before diving into strategies to combat ghosting, it’s crucial to understand why it happens. The top five reasons include a lack of relationship or rapport, confusion about your offering, failure to set next steps, poor timing, and the client perceiving better options elsewhere. Recognizing these factors can help in formulating a more effective follow-up strategy.
Preventing Ghosting: The Art of Scheduling Next Steps
One proactive approach to prevent ghosting is to always schedule your next meeting before leaving the current one. This approach, influenced by Dr. Robert Cialdini’s principles of consistency and commitment, involves getting the client to commit to a follow-up, thereby increasing the likelihood of continued engagement.
Creative Strategies When You’re Ghosted
Despite best efforts, ghosting can still occur. When it does, the key is to get creative and stand out in a world where attention spans are short. Here are some innovative strategies:
1. Add Value to Re-engage:
If a client ghosts you, find ways to bring value to them. For instance, referring a potential client to their business not only helps regain their attention but also triggers the principle of reciprocity, increasing your chances of re-engagement.
2. Leverage Social Media:
Engaging with the client’s social media content can keep you top of mind. Liking, sharing, or commenting on their posts subtly reminds them of your presence without being intrusive.
3. Utilize Humor and Uniqueness:
Sometimes, a touch of humor or a unique gesture can break the ice. Creative approaches, like sending one baby shoe with a note to a client who recently had a baby, can be an effective way to reinitiate contact.
In conclusion, while getting ghosted in sales can be disheartening, it’s not the end of the road. By understanding the reasons behind ghosting, scheduling next steps proactively, and employing creative re-engagement tactics, sales professionals can navigate this challenge effectively. Remember, in the world of sales, resilience and creativity are as important as the sales pitch itself.
IMPORTANT, DON’T MISS OUT!!
For additional tools and resources, please check out our FREE Arsenal of incredible value!! You’ll find “Five Revenue Killing Mistakes Your Sales Team is Making” in there. Click here to access the Arsenal: https://www.relentlessgoalachievers.com/arsenal-welcome
Be sure to join Relentless Goal Achievers Community on Facebook, a FREE group for growth minded entrepreneurs and sales professionals!