Ghosting

“Why do buyers ghost me? I wish they’d just tell me.” I hear this a lot training sellers.

So here are my top 3 reasons:

1. They’re too busy and telling you they’re no longer interested is bottom of their priority list

2. They’re a people pleaser and feel bad telling you “no”, especially if you’ve spent months talking to them

3. They’ve had a bad experience with a sleazy seller who didn’t take “no” for an answer so they decided the only way is to ignore the salesperson

So what can you do about it?

The majority of salespeople send the same boring follow up messages:

• “did you see my proposal?”

• “did you see my last email?” 

• “did you speak to your boss?”

The problem here? If the answer is no, then the buyer feels like they’re letting you down.

So flip the script from all the other sellers, and be proactive to let them know they can tell you if they’re not interested.

“(first name), is this no longer a priority?”

This template has one of my highest response rates because it gives the buyer the option to opt out. 

If they say yes, you can move on and not waste time with them. 

If they say “no, I’m still keen but I’ve been busy”, then you’ve warmed them back up.

Cheers,

Michael Hanson

CEO Growth Genie