Many moons ago, I was pitching a huge deal to Sony Pictures. It all was going according to plan -- we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Things were looking good. We sent them a proposal, even flew out for a second in-person follow-up.
And then … they dropped off the face of the Earth. A deal we thought we had in the bag all of a sudden hit the skids.
I like to call this “ghosting” -- when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.
To combat ghosting, you have to understand what’s causing your client to avoid you. Let’s examine four common reasons a promising prospect turns into Casper the not-so-friendly ghost.