Clients Ghosting You? Strategies to Re-Engage With Prospects That Go Dark.

The Pitch
The silence from a prospect, especially after a bustling end-of-quarter, can be disconcerting for any sales leader. It's a moment that tests the mettle of your follow-up strategies and your ability to re-engage. According to a study by HubSpot, the odds of re-engaging a lead drop by over 10 times if the follow-up is not initiated within an hour. While this statistic underscores the importance of timeliness, it also highlights the need for persistence and creativity in communication. The key is to strike a balance between being assertive and respectful of the prospect's space and time. Crafting messages that prompt response without seeming desperate is an art that every sales leader must master. (HubSpot, 2021)

Have You Given Up?
This question is a direct appeal to the prospect's commitment to the project or deal. It's a powerful way to reignite the conversation because it challenges the prospect to reassess their stance. A study by the Journal of Consumer Research indicates that questioning a person's intentions can lead to increased engagement as it triggers an internal reflection on their decision-making process. When crafting such a message, it's crucial to maintain a tone of concern and partnership rather than confrontation. This approach can help clarify any misunderstandings and potentially revive a deal that was presumed lost. (Journal of Consumer Research, 2019)

Is Everything OK?
Inquiring about the prospect's well-being or the status of their operations is a tactful way to reopen lines of communication. It shows empathy and positions you as an ally rather than just a vendor. Research by the American Psychological Association shows that empathy not only helps in building connections but also significantly increases the likelihood of a response in communication exchanges. By expressing genuine concern, you can re-establish rapport and bring the conversation back to the table. (American Psychological Association, 2020)

Is This Still a Priority?
Asking about the priority level of the project or deal can provide valuable insights into the prospect's current situation. It can reveal shifts in their internal priorities or changes in strategy. A survey by Salesforce found that 85% of prospects appreciate a salesperson's inquiry about project priority, as it demonstrates the salesperson's alignment with the prospect's business objectives. This question can lead to a more in-depth discussion about the prospect's needs and how your offering can still fit into their plans. (Salesforce, 2021)

Should I Stop Following Up?
This is a reverse psychology tactic that can prompt a prospect to respond out of courtesy or to avoid losing a potentially beneficial relationship. A study by the Kellogg School of Management found that such a question often leads to a clarification from the prospect's side, providing you with a clearer understanding of where you stand. It's a bold move that should be used judiciously, as it can also signal a readiness to walk away, which might not always be the desired message. (Kellogg School of Management, 2020)

What Did I Miss?
Asking this question shows humility and a willingness to listen. It opens the door for the prospect to share feedback or concerns that they may not have voiced earlier. According to research by the Harvard Business Review, this approach can lead to a 30% increase in response rates because it invites collaboration and problem-solving. It's a non-threatening way to invite the prospect to engage in a dialogue and can lead to valuable insights about your sales process. (Harvard Business Review, 2022)

Can You Help Me Understand?
This request for clarification is a respectful way to seek the prospect's perspective. It implies that the decision lies with them and that their input is valuable. The Psychology of Sales reports that such a phrase can enhance the prospect's sense of importance and control, making them more likely to engage. It's a phrase that conveys patience and a desire to understand, rather than to pressure. (Psychology of Sales, 2021)

Just Let Me Know Either Way.
This simple request respects the prospect's decision-making process and leaves the ball in their court. It's a non-intrusive way to ask for closure or progression. A study by the Association for Consumer Research indicates that providing prospects with an easy out can increase the chances of a response, as it reduces the pressure of commitment. This tactic can be particularly effective when you sense hesitation or indecision from the prospect's end. (Association for Consumer Research, 2020)

I Would Appreciate a Response.
Expressing appreciation for a response is a courteous way to elicit one. It's a soft call to action that acknowledges the prospect's time and consideration. Research by the Institute of Sales Management reveals that such expressions of gratitude can lead to a 50% increase in response rates, as they foster goodwill and a positive tone in communication. (Institute of Sales Management, 2021)

By employing these strategies, sales leaders can effectively re-engage with prospects who have gone quiet. It's about finding the right words

to reopen the dialogue and move the deal forward.

So What
The art of re-engagement is crucial for sales leaders. It's not just about persistence; it's about the right kind of persistence. The strategies outlined above are designed to help sales managers become sales leaders by using communication that is both strategic and empathetic. They are about turning silence into conversation and, ultimately, into conversions. Implementing these tactics can help you move from a sales manager to a sales leader and become the mentor and guide your team needs.

Next Steps
✅ Reflect on the tone and content of your follow-up messages.
✅ Identify which of the strategies above resonates with your prospects.
✅ Experiment with different follow-up approaches to find what works best.

Closed Won!
As you try these strategies, remember that the goal is to re-engage in a way that is respectful and productive. What tactics have you found effective in reviving quiet prospects? Share your experiences and let's discuss how we can all improve our approach to ensure that our deals move to "Closed Won!"

Leave a comment or question below, let's help each other, and our reps move those deals to "Closed Won!"