Podcast episode
The Don't Get Ghosted Playbook
30 Minutes to President's Club26 Oct 202235 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Section I: Preventing yourself from getting ghosted Pre-Meeting Confirm the calendar invite Set the placeholder Create a pre-meeting agenda Never leave a cancellation without a meeting, always punt the invite In the discovery call Upfront contract Labeling questions “sounds like” Question behind the question At the end of a discovery call: 5-minute drill Use a JEP / align on next next steps Benign note Section II: So you got ghosted, what do you do? Channels Communications: Call, LinkedIn, send something Targets: Call other prospects in the deal. Call the front line Change the voice: Use an exec-to-exec touch Messaging - Key is pitch-light / pushing away Did I mess something up? Did I lose you? If going above their head When to give it up? No bilateral communication within 30 days — it’s done From there… Charly’s value add / warming drip 1x / month Go prospect other people. X Company didn’t reject you, just that one person did Keep reminders on for new hires/events at the company Danger zone tactics Cold invite Going over their head Door knocking Weekly donut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
And so to me, if you've done all these things, what that means is you've run a great sales cycle, and if someone's not responding for 30 days after a couple touches, that usually means that I'm going to close this thing out. No bilateral communication within 30 days. Close it out. “From there, you should probably transition them to a warming drip, which is once a month, you send some value-add content,” whether that's an e-book or a PDF or some industry article or what have you, that is explicitly not selling. Just let them know that you're thinking of them, and you hope all is well. And explicitly spend at least 90 days not trying to sell the heck out of that person.
And explicitly spend at least 90 days not trying to sell the heck out of that person. And then later on, try to find something you learned in your discovery as your point to re-engage them. That might be a product launch, that might mean a batch of new hires, that might mean a quarter is ending, whatever it is, “try to find a reasonable trigger 90 days out that you can use to re-engage with that person.” But Nick, that's just talking about this person again. What should we be doing with the other people on the account? Well, the best part about actually giving up on said prospect is you can now reallocate all of that freed up effort into new prospecting.
Look, if the deal isn't hot and it's not moving, it's probably not a deal. So go prospect other people. The other thing that I might note, Armand, is that person that ghosted you, I don't frequently hit the little bell icon on LinkedIn to get notified of every prospect's post because that would get overwhelming, but for those people who had interest in the past, “you might want to follow them and the company on LinkedIn to see if there are pertinent triggers to reach out again in the future.” Alrighty, folks, so you've got everything you need to prevent yourself from getting ghosted, and you have some core tactics that when someone gets ghosted, you've got multiple channels you can attack, you know the messaging that shouldn't be pitch-heavy, and you also know when to give it up. But there are a couple of tactics that we'll call danger zone tactics.