Never get ghosted again with these 4 tips

Nate Stoltenow offers practical advice to avoid getting ghosted by prospects:

1. Avoid open-ended next steps

Don’t end calls with vague promises like “I’ll follow up next week” or “I’ll ping you in a couple of days.” Be specific to avoid uncertainty.

2. Communicate clear next steps

Clearly outline the next actions: “I’ll confirm our API capacity, and you’ll check with finance about shifting funds.” This ensures both parties know what to do next.

3. Schedule the next meeting

Always schedule the next meeting before ending the current call: “Let’s connect again at the same time in 3 days. Can you check your calendar now?” Confirm the time and send the invite immediately.

4. Ask not to be ghosted

Directly ask for commitment: “I’m preparing a custom demo. If plans change, please don’t ghost me. I get ghosted by my kids enough as it is. Fair?” This injects humor and communicates your investment in the process.

Implementing these steps ensures clear communication, sets expectations, and shows your dedication, making it less likely that prospects will ghost you.

Why you are getting ghosted?

Matthew Codd highlights that if prospects are ghosting you, it's likely due to a poor sales process.

He suggested the following fixes:

Qualification framework

→ Clarify what is and isn’t an opportunity to focus time correctly.

Discovery meeting process

→ Develop a flow of questions to uncover customer pain points and understand the buying process.

Multi-threading

→ Create a process to engage multiple contacts within a company, providing value without bypassing the main contact.

CRM requirements

→ Ensure key information is captured before moving opportunities to the next stage.

Follow-up templates

→ Use templates to summarize meeting details after first calls.

Can you predict getting ghosted?

Tobias Binau explains how to avoid getting ghosted by prospects:

He claims to predict with about 90% accuracy when a prospect will ghost you. The issue isn’t with the prospects themselves, but with a flawed sales process. It happens when the prospect no longer perceives you as useful.

Here are the key tips:

1. Avoid dumping all information at once

Don’t give everything in one go (demo, pricing, onboarding plan, reference cases).

2. Establish yourself as a valuable resource

Share unique perspectives and insights gradually.

Demonstrate your ability to help them avoid common pitfalls.

3. Sprinkle value throughout the sales process

Continuously offer new and relevant information.

Ensure that every interaction provides added value.

4. Stay useful and relevant

Keep the prospect engaged by being a constant source of valuable insights.

Avoid making the prospect feel like they’ve gotten everything they need in one sitting.