To combat ghosting after a pitch, secure a follow-up meeting on the call, send the invite immediately, and mail a high-quality, physical brochure and proposal. This multi-channel approach creates commitment and makes your pitch memorable in a digital-first world.
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To prevent ghosting, don't wait until the end of a meeting to suggest a next step. At the very beginning of the call, explicitly state that the final five minutes will be used to plan the next phase. This normalizes the action, demonstrates professionalism, and secures commitment from the prospect.
Most sales are lost to inertia, not rejection. Implement a specific, escalating follow-up sequence (30 mins, 60 mins, next day) after sending an offer. This disciplined approach isn't pushy; it helps busy prospects make a decision while their interest is at its peak.
When a deal goes cold, send a message acknowledging their busy schedule and telling them not to worry about replying. This removes the pressure to respond while giving you permission to continue providing value through follow-ups. It reframes the interaction from pestering to supportive, keeping the door open.
In your opening script, explicitly state you're calling to see if it’s relevant to schedule a separate, future conversation. This immediately signals you respect their time and aren't trying to force a lengthy discussion now. It reframes the interaction as a joint assessment, making prospects more open to a two-way dialogue.
Salespeople mistakenly delay follow-ups to avoid being 'annoying,' but this kills momentum. Prospects don't track outreach attempts like salespeople do. A steady, frequent cadence isn't pushy; it demonstrates reliability and preparation, proving you won't quit on them.
To combat no-shows, don't end a call after booking a meeting. Ask the prospect to find and accept the calendar invitation while you are still on the line. This simple step ensures the event is actually on their calendar and bypasses issues where invites get lost in email.
The only acceptable end to a successful meeting is to schedule the next interaction on the spot. This capitalizes on the prospect's peak interest and energy, dramatically reducing the chances of being ghosted and eliminating the need for inefficient follow-up tag.
If prospects seem engaged and agree to follow-ups but then disappear, it's a strong indicator you're "pushing" a solution they don't truly need. In their mind, they don't understand how your product solves their prioritized problem, even if they were polite during the call.
When you email a proposal, you forfeit the emotional connection built during the sales call and reduce your service to a price on a page. This invites commoditization and price shopping. Capitalize on the moment by being prepared to ask for the business and close the deal in person.
When a proposal goes silent, avoid empty 'checking in' emails, which position you as a nuisance. Instead, every follow-up must deliver additional insights or value relevant to the prospect's business. This reframes you as a helpful peer and consultant, keeping the conversation alive without sounding desperate.