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Tuesday, March 03 2020

What To Do When A Prospect Ghosts You
(Print And Share With Your Sales Team)

  • Word Count: 359
  • Time To Read: 1.4 Minutes @ 250 Words Per Minute

Although you might have had a great meeting with a new HCM/payroll prospect (and sent a proposal); however, after a few days of calling and leaving a few voicemail messages, you get ghosted. First, don’t take it personally. Second, people are on their schedule when buying what you sell, not yours.

If a payroll/HCM prospect doesn’t return your calls or respond to your e-mails after receiving a proposal, it won’t hurt to send them a “What Should I Do” e-mail (see below):

Sample e-Mail To Resurrect A Payroll/HCM Prospect Who Ghosted You.

Subject line: (prospect first name), Can You Help Me?

Dear (prospect’s first name):

Since I haven't heard back from you after sending you a proposal, would you mind giving me some direction on the best way to professionally follow-up with you? To make it easy, just hit the reply key and then type the corresponding number from the list below:

  1. We decided to go with another company.
  2. We are still interested but haven't had the time to get back to you yet.
  3. We are putting the project on hold for the next few months; follow up with me in 60 to 75 days.
  4. I have fallen, and I can’t get up. Call 9-1-1 for me.

With all kidding aside, I understand that you are super busy, and the last thing I want to do is not be professional with my follow-up. That said, I would appreciate it if you will take a moment to let me know what you are thinking.

I look forward to hearing from you!

Warmest Regards,

(Your name, title, etc.)

It Is Time To Move On?

If the prospect still ghosts you after sending the above-mentioned e-mail, then it’s time to move on. Although some consider ghosting unprofessional, here’s the truth: They are not interested in buying what you are selling and just don’t want to tell you “no.” Remember, this is their issue, not yours.

The Best Thing To Offset “Ghosting” Are These Two Things…

  1. Have a massive pipeline of sales opportunities.
  2. Have a drip marketing system to stay in contact with EVERYONE in your database, including the ones who have ghosted you. 
Posted by: AT 06:06 am   |  Permalink   |  Email