October may be the season for ghosts—but disappearing clients are never fun. If prospects frequently vanish after promising conversations, Brandeis Hall has an important reminder: Ghosting usually begins before the client stops responding. The warning signs are often hiding within the sales process.
Here are three ways to keep prospects from disappearing:
1. Agree on the next step.
Never end a meeting with “I’ll follow up soon.” Schedule a specific date and time for your next conversation while you still have the client’s attention.
2. Make every message valuable.
Skip the “just checking in” emails. Share a useful idea, answer a question, provide relevant information, or remind the client how your solution addresses their goals.
3. Make it easy to respond.
Long messages and open-ended questions can feel like homework. Ask one simple, direct question that the client can answer quickly.
Want to learn where ghosting really begins—and how to stop it before your prospect disappears? Watch Brandeis Hall’s video, “Ghostbusters: Why Prospects Ghost You,” on the Ten-Minute Trainer Network.