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
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Could you just send me some times? This is the other place where people get prospects ghosting them all the time is they follow up with three times over email. And then that prospect is now in the witness protection program. They are nowhere to be seen anywhere. And so if you ever get someone who says, send me some times, what you should probably be “doing is you should send a dart or throw a dart at the calendar.” And what that's. I'll send you some times after this, here's what I'm gonna do, I'm gonna throw a placeholder for Thursday afternoon just so it's there, and in parallel I'm gonna send you an email with 2 or 3 times that also work, if that invite doesn't work, would you mind just declining
And what that's. I'll send you some times after this, here's what I'm gonna do, I'm gonna throw a placeholder for Thursday afternoon just so it's there, and in parallel I'm gonna send you an email with 2 or 3 times that also work, if that invite doesn't work, would you mind just declining “it and picking another time that works just so we have something in place, I promise you” that will lift your show rates by at least 10%. Okay, so we've set a meeting and now hopefully someone has shown up, Nick we're starting our discovery call and this is the second place that you tend to get ghosted is it's right at the upfront part of the meeting, what happens?
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