The Do's and Don'ts of Sales: Why Leads are Ghosting You?


05 October 2022


Philip Portman

Salespeople often experience "ghosting" from leads or customers. Ghosting occurs when a lead or customer stops responding to a salesperson's communication without explanation. There are several reasons why this happens. In this article, we will go over some of the most common reasons why ghosting occurs.

Ghosting in sales is a phenomenon that's becoming increasingly common. It refers to the practice of suddenly and unexpectedly cutting off communication with a customer or potential client without explanation or warning. 

In recent years, ghosting has become more commonplace as technology and modern trends have allowed it to be easier for customers or leads alike to quickly break off a conversation without leaving any trace. According to recent research, over 50% of salespeople reported being ghosted on at least one occasion in the previous 12 months. 

The lack of closure and communication can be devastating for businesses that rely heavily on customer relationships and sales pipelines. It's important to be proactive in trying to prevent this type of behavior from happening in the first place. 

Salespeople should ensure they establish a strong relationship with their customers and prospects, develop trust, and stay organized so that communication stays consistent if ghosting does happen. It's also important to consider how quickly companies react when they experience ghosting - the best way to deal with it is to stay in contact with the customer and attempt to resolve any issues that might have caused them to ghost in the first place.

You've probably experienced it yourself - you reach out to a lead and they suddenly disappear, never to be heard from again.

It's frustrating, and it can feel personal. But the truth is, in most cases, it has nothing to do with you as a salesperson. More often than not, it's the lead's way of saying they're not interested.

Sometimes, it can also be the result of poor communication on both sides. That's why it's so important to be aware of the way you're communicating with leads - both in your texts and emails.

One thing that is often overlooked or ignored is the fact that there are some things salespeople do that can contribute to leads ghosting them. If you're guilty of any of these things, it might be time to change your approach.

Common Mistakes that Can Cause Leads to Ghost You

Sending too many texts or emails

Constantly bombarding leads with messages is one of the surest ways to get them to ghost you. Not only is it annoying, but it makes it seem like you're desperate for a sale.

It's important to be proactive and check in with your leads on a regular basis however, be sure not to overdo it. A good rule of thumb is to follow up with your lead after one day, then allow two days before another follow-up, and then once per week unless you hear back from the lead.

This will also give you more time to craft meaningful messages that can help build and nurture relationships, rather than overwhelming them with sales pitches. Keeping up with the follow-up can be time-consuming, and tedious and cause you to miss the opportunity for a sale if you are not careful.

It's essential to have a solid follow-up routine in place to gain maximum efficiency. One surefire way to stay on top of follow-up is to use an automated drip messaging service like Textdrip. Drip messages streamline your outreach process by automatically sending out cleverly crafted drip messages at predetermined intervals, and do all of the leg work for you. Drip messages automate the follow-up process for you so that you do not have to worry about remembering to follow up with each lead.

Sending long emails or texts

When it comes to sales, brevity is key. No one wants to read a long, drawn-out email or text from a salesperson. Keep your messages short and to the point. Messages should be focused on what the customer needs and how you can help them. If you have a lot to say, pick up the phone and give them a call instead. 

Being too sales-y

Another surefire way to get ghosted is by being too pushy in your communication. Leads can smell a sales pitch a mile away, and they'll quickly lose interest if they feel like they're being sold to.

Instead, focus on building a relationship with the lead. Get to know them and their needs, and only talk about your product or service when it's relevant.

Being too pushy

Another surefire way to get ghosted is by being too pushy in your communications. Remember, leads are busy people, and they don't appreciate being hounded.

Failing to personalize

Generic, mass-produced messages are a turnoff for leads. If you want to stand out, you need to take the time to personalize your communications. For example, when reaching out to a lead, instead of saying "I saw you were interested in our product," try something like "I noticed you were looking at our product and I thought you might have some questions."

Not listening

Just like in a face-to-face conversation, it's important to listen to what your lead is saying. If they're clearly not interested in what you're selling, don't waste their time - and yours - by trying to force the issue.

Failing to follow up

Leads are often busy, so it's not uncommon for them to forget about an initial conversation. That's why following up is so important. Failing to follow up with leads is a missed opportunity - and it's one of the main reasons salespeople get ghosted. If you don't hear back from a lead after reaching out, give them a few days and then send a brief follow-up

Ignoring red flags

If you're constantly getting ghosted, it might be time to take a step back and examine your own communication style. Are you being too aggressive? Are you failing to personalize your messages? Are you ignoring red flags? An honest self-assessment can help you improve your communication skills and avoid getting ghosted

Not being responsive

If a lead reaches out to you, it's important to respond quickly. If you take too long, they'll assume you're not interested and move on.

Coming on too strong

Just like in dating, coming on too strong can be a major turnoff for leads. Avoid using overly-familiar language or making promises you can't keep. For example, don't say things like "I'll always be here for you" or "I'll never let you down." Instead, focus on being professional and building trust.

Failing to respect boundaries

It's important to respect your lead's time and space. Don't call them after hours or on weekends, and don't show up unannounced at their office. If they're not interested in talking, don't force the issue. Similarly, if they've asked you to stop contacting them, make sure you honor their request. Continuing to reach out after being asked to stop is a surefire way to get ghosted - and it could even get you into legal trouble.

Ghosting is a common problem in sales, but it doesn't have to be. By avoiding these common mistakes, you can improve your chances of staying in touch with leads and closing more deals.

The good news is, there are ways to avoid being ghosted by leads. There are things you can do to keep leads interested. Follow these simple tips to keep leads interested and engaged, all the way through the sale.

6 Things You Should Do that Can Keep Leads Interested

1. Keep the lines of communication open

One of the most important things you can do to avoid being ghosted is to keep the lines of communication open. Make sure you're frequently checking in with your leads and keeping them updated on your progress. If they feel like they're in the dark, they're more likely to ghost you.

2. Be responsive

When a lead does reach out, make sure you're being responsive. If they're trying to get in touch and you're not getting back to them in a timely manner, they're going to get frustrated and may even give up on the sale entirely.

3. Be transparent

Transparency is key when it comes to sales. Make sure you're being upfront about what you're selling, and what the benefits are for the lead. If they feel like they're being misled, they'll be much more likely to ghost you.

4. Don't be pushy

Nobody likes feeling like they're being sold to, so make sure you're not coming across as pushy. If you're too aggressive, leads will likely back away and may even ghost you as a result.

5. Be patient

Finally, be patient. Sales can often take time, so don't try to rush things along. If you try to push too hard, you may end up losing the sale entirely. Just relax and let things progress at their own natural pace, and you'll be much less likely to get ghosted

6. Keep it short and sweet

Nobody likes a rambling sales pitch. When you reach out to a lead, get to the point quickly. Tell them who you are, what you do, and why you think they need your product or service. Then give them a chance to respond. If they're interested, they'll let you know. If not, they'll likely move on.

It's also important to consider how quickly companies react when they experience ghosting- the best way to deal with it is by being proactive in responding as soon as possible. Companies should have an established protocol for reaching out to customers who may have gone silent, and be prepared to provide solutions that could address any issues or concerns the customer might have.

This can help businesses stay ahead of the curve in preventing ghosting from happening in the first place. By taking proactive steps to maintain communication with customers and prospects, companies can ensure they are able to retain customer relationships and avoid the losses that come with ghosting in sales. 

Wrapping Up

Overall, ghosting is a reality of sales that can't be completely eliminated but businesses and salespeople should take steps to mitigate it as much as possible. By establishing strong relationships, staying organized, and reacting quickly when ghosting does happen, businesses can reduce the chance of it happening and maintain a healthy relationship with their customers. 

Following these tips will help you avoid being ghosted by leads. Just keep communication open, be responsive and transparent, and don't be pushy. If you do all of those things, you should have no problem making the sale.

Be aware of your communication style and take steps to improve it. If you do, you'll likely see a significant improvement in your sales results.

Philip Portman

Phil is the Founder & CEO of Textdrip and multiple other successful startups. He has built Landline Remover, Argos Automation, and Recruitdrip from the ground up. Read More

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