Tag: sales

 

7 ghostbusting tips for the sales pro

Sales Sales Sales

If you are in sales for any amount of time, at some point your client is going to ghost you.

A Sales Professional’s Life

As a sales professional, there are many ups and downs as you prospect and work to advance opportunities, hopefully, to a successful close.  One of the most frustrating situations you have to deal with is prospects or clients who stop communicating with you.   It sometimes feels like they have been sucked into some black hole or maybe another dimension, leaving you wondering what has happened.  You are probably frustrated and maybe even a little pissed, but don’t give up hope yet.

Ghosting is Ghosting by Any Other Name

Sales people use a variety of words or phrases to describe this phenomenon:

  • “My prospect has gone dark on me.”
  • “My client ghosted. 
  • “I just got d.k.ed by my prospect.” (This is when a client or prospect acts like they don’t know you anymore)
  • “The client is incommunicado.”

Whatever you call this, just know if you are in sales for any amount of time, at some point your client is going to ghost you.

7 Ghostbusting Tips

Here are seven practical tips to reconnect those lines of communication.

  • Try to connect with your client at a different time than you normally do. If you normally reach her at midday, try to call early in the morning or later in the day.
  • Fax your client. Phone screening makes it easy for clients and prospects to avoid people.  It is much harder to avoid a physical piece of paper.  Write a handwritten note on the fax and request a follow-on call or meeting.
  • Send a handwritten note, card, or postcard. See the tip above.   Only the rottenest of clients wouldn’t open a handwritten note.
  • Call prospect from different phones. If you typically call from your office phone, use your cell phone and vice versa.  If that doesn’t work, you could also borrow your peer’s phone and call from there.  The object is just to get the client on the phone.
  • Speak with the prospect’s admin assistant if he or she has one. If you can connect with this person, he or she can either connect you with the prospect or in a worst case at least provide you some additional information that will be helpful related to the prospect and the opportunity.
  • Speak with a colleague or peer of the prospect. Similar to number 5, this may be another way to glean useful information.
  • Don’t give up until the client tells you “No.” See Jim Keenan’s video

Disappearing clients are part of a sales pro’s reality.  Hopefully, some of these tips will help you re-engage with your prospects and move your deal(s) forward.

If you have any other ideas, please add them in the comment section.

© 2016, Darin Hartley, The Janus Experience, LLC

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