Prospects owe you nothing.
It sucks when prospects ghost you. I get it.
But what I don’t get is the entitlement.
The attitude that, “Because I did _______ for you…you owe me _______.”
Or, “They’re such a terrible person for ghosting me.”
Take all of that frustrated energy and spend time figuring out what YOU are doing that’s causing prospects to ghost you.
Here’s something you can try:
✅ Give prospects an easy way out
Most prospects don’t enjoy rejecting salespeople. So they avoid telling you what’s really on their mind, and instead tell you what they think you want to hear.
You can prevent a lot of this by telling prospects it’s okay to be honest with you.
My favorite way to start a sales call is by saying:
“Oh and by the way, if what we talk about today is not a good fit for you—totally feel free to tell me. You won’t hurt my feelings. Is that something you’re comfortable doing?”
I smile and it usually gets a bit of a chuckle. Then I can come back to that moment if I sense the prospect isn’t opening up about what’s on their mind.
How do you prevent prospects from ghosting you?
- Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
- Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
- Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.