BUSINESS GHOSTING - 3 ways to prevent being ghosted
From the blog series:
The Art in Business
Guest Author:
Bill McCormick
Sales Trust Coach, Selling From The Heart
We’ve all been there, we’ve had what we have thought has been a great first call with a prospective client, they asked for a quote for service and you sent it along. A day goes by… then two. You wait, and wait some more.
Ghosting happens. In fact, I bet that we’ve even professionally ghosted people ourselves.
I find there are a few key factors to consider to mitigate ghosting and the effects it can have on us as sales professionals:
It’s rarely personal. People don’t reply because they are either too busy or don’t have an answer. Consider setting next steps at the end of every meeting. I love asking some version of, “what do you think the next best step is?” Put something on the calendar.
Be consistent but avoid the dreaded F word (follow up). I like to ask if they have any feedback for me. When sending additional communication, look for ways to provide value to them.
Go multi-channel. Email, social platform direct message, phone, SMS text.
Go with video- did you know that if you’re connected with your prospect on LinkedIn you can send them a video message from the LinkedIn Mobile App? I have found this to be highly engaging and effective.
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