How Can You Avoid Prospects Ghosting You?

Everything seems great. The prospect has been really positive, said yes to seeing a proposal, and is keen to chat after they’ve reviewed things.

Then… nothing. You’ve just been ghosted for the umpteenth time.

Stephen Kenwright has spent the last 10 years coaching agency BDMs and founders through the daily reality of new business – including as a sales leader at Rise at Seven.

His view: most instances of ghosting are decided long before the silence actually starts.

Really, it begins when agencies treat polite interest as a firm buying signal, or build a relationship with one contact – and never find out who actually signs off. Before you know it, you’ve invested in a deal that was never actually real in the first place.

In this session, Stephen will go deeper on ghosting, and how you can avoid it.

We’ll be talking through things like:

• Spotting false buying signals. How to distinguish a real opportunity from “yes, I’ll take some free ideas, please”.
• Knowing when you’re over-investing. When to stop building decks for deals that shouldn’t be in your pipeline anyway.
• Finding the real decision makers. How to identify who really signs off on things, and how to reach them – without going over your contact’s head.
• Following up properly and effectively. How to keep momentum with that main contact, so there’s always a next step in the calendar, without feeling like you’re pestering.

If prospects keep going quiet on you, this session will help you work out why, and what to change.