Ghosting

You have a great conversation but suddenly you’re ghosted. You’re not sure how to react so you send an email:

“Circling back on the proposal. Any updates?”

There are many remixes of this nonsense such as “checking in” or “touching base.”

When you do this, you’re showing more interest in the transaction rather than your customer’s goals and challenges.

Instead, recap a pain they mentioned in discovery and add some tips for that:

“Jeff, you mentioned increasing your attendance rate by at least 10% was a priority for the next quarter. 

I’ve attached a guide to reducing your no show rate including sending an SMS 24 hours before the call. Hope these come in useful for your team"

Remind them of the problem they have and why they spoke to you in the first place.

Then by giving valuable content even if they don’t buy your service, you’re showing you’re an advisor and breaking the stereotype of the salesperson.

Think a friend could use this tip? Forward them this newsletter