How to Respond When a Prospect Ghosts You

Introduction

Addressing the issue of prospects ghosting after initial engagement.
Common scenario: great conversation, followed by booking an appointment or payment, then the prospect goes missing.

Salespeople often send lengthy, generic follow-up emails.
Example of a poor follow-up:
- Overly wordy with excess information about company achievements and values.
- Prospects unlikely to read past the first sentence.

Timing:
- Suggested message is typically the third or fourth attempt after initial contact.
- For B2C, send the follow-up the next day; for B2B, wait two to three days.
Crafting the Message:
- Keep it concise and to the point.
- Suggested wording: "Hey [Name], I tried to reach you a few times and left a few messages, but we didn’t hear back. Where should we go from here?"
- Alternatively, "How do you want to proceed from here?"
Recommended Response Rate:
- Expect a 60-75% response rate if done correctly.
- This approach is for prospects you've had detailed discussions with, not for cold leads.

For those who don’t respond after the follow-up:
- Wait four to five days, then send another message.
- Message example: "We didn’t hear back. Did you give up on [specific goal] so you can [benefit]? Or what actually happened?"
Be specific about the prospect's goals rather than using generic terms.

Business Consulting:
- Example: "Did you give up on putting in the right operations so you can scale to $12M a month, or what actually happened?"
Fitness Trainer:
- Example: "Did you give up on losing the 87 pounds so you can walk your daughter down the aisle, or what actually happened?"
Use prospect's specific goals and concerns expressed during initial conversations.

Phrase triggers emotional response, prompting prospects to reconsider their decision.
Often results in prospects re-engaging with reasons for their silence.