#224: Are Good Prospects Ghosting You?

You have a great conversation with a prospective client. And they make it very clear that they want to work with you.  

Which is awesome! 

Soyou send over your agreement. But then they ghost you, never to be heard from again.  


Why does this happen? And what can you do about it?  

In this podcast episode, I reveal what you can do to stop prospects from “ghosting” you.  

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe in iTunes to get this show delivered straight to the Podcasts app on your smart phone, tablet or iPod.

Unfortunately, you can never eliminate ghosting entirely.  

But you can minimize it by refining your qualification process by following these steps: 

1. Have a thorough discovery call 

The discovery call is the call you have with a prospect where you learn about their situation and what they’re looking for.  

It’s tempting to improvise during this call. But until you have this type of call down cold, you need to make sure you’re asking all the right questions.  

2. Pay attention to their pain and the impact its having 

Read between the lines. How is this problem impacting them? Is it a big issue? Are they truly motivated to solve it? 

Or is your help just a “nice to have”? 

3. Pay attention to their timing

How urgent is this problem for them? Do they need it ASAP? Or could they delay indefinitely? 

4. Ask about their decisionmaking criteria  

Who else are they talking to? Have they worked with outside writers before?  

Who will be involved in the decision to hire youDoes the person you’re talking to have the authority? Or do they still have to build a case internally? 

5. End the call with summary, proof, and next step 

Summary: Sum up the conversation. E.g., “Based on what you’ve shared, I’d be able to provide you with a [deliverable] that would enable you to [benefit]. 

Proof: Remind the prospect of your relevant experience. E.g., “I’ve written [deliverable] for businesses your size many times. I have significant experience in this industry, so I understand the key business drivers….” 

Next step: Put the ball back in their court. E.g., “I’m going to draft a proposal and get it to you by [date]. Once I have sent it, when would be a good time to follow up with you?” 

Even when you put all these pieces in place, you may still get ghosted by prospects.  

But it won’t happen often.  

And you’ll feel good knowing you did everything you could to vet them.  



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