When Salespeople are ghosted

Ghosting, or abruptly ending communication without explanation, is a common issue in sales. It can happen at any stage of the sales process.
Reasons for ghosting include:

There are several reasons why ghosting happens:

1. The lead may not have been properly qualified, meaning the prospect was not truly interested in or in need of the product or service.
2. The prospect could be comparing options and exploring alternatives.
3. The sales representative may have lost control of the sales process, failing to effectively guide the prospect through the transition.
4. The timing or the proposed solution may not align with the prospect's current needs and budget.

Strategies to address ghosting include:

1. Follow up persistently using non-traditional methods, such as handwritten notes and creative mailers.
2. Provide new value with each follow-up message.
3. Create a sense of urgency and emphasize the risks of not moving forward.
4. Personalize your messages and remind the prospect of their original goals and interests.
5. Use humor with caution, as it may not resonate with all prospects.
6. Accept that some prospects may not respond and shift your focus to those who are ready to engage.