5 Reasons You’re Getting Ghosted After a Sales Call (And What to Do About it)

Written by: Holly MacCue • March 20, 2023

Image Source: https://unsplash.com/@tandemxvisuals

Let’s face it, there’s nothing more disheartening than this….  

You’ve had a great conversation with an ideal client… someone who perfectly fits your perfect avatar; you’re excited to support them and you *KNOW* you can help them achieve amazing results.  

Maybe they even laughed out loud at your clever niche-relevant joke…  

But then, out of nowhere, they vanish!

… seemingly ride off into the sunset never to be seen or heard from again.

You’re left wondering, “What happened?... What did I say? 

(Or not say)?  

Meanwhile, you’re missing out on sales but none the wiser as to why; or crucially… what you need to do differently to avoid this happening again on the next call.

If any of this feels familiar, do not worry; you are not alone!

It’s a common issue in the business world, and it doesn’t matter whether you are experienced or deem yourself “good” at sales. This can happen to anyone and at any time, and it’s especially getting worse as this hectic online world grows more full and, well, noisy.

There’s just so much choice… it’s hard for your prospects; they don’t know where to turn.

OR who to trust…

The good news is that there are a few simple strategies that can make a huge difference.

In this article, I share five of them with you…

They not only dive into why you’re getting ghosted by perfect (potential) clients but what you can do about it so you can finally cut through the noise and stand out for the right reasons.

Let’s dive straight in…

1: You didn’t pre-qualify your prospect before the sales call

Getting on a sales call without first pre-qualifying someone is like showing up to a blind date hoping this complete stranger (who you know nothing about) will tick all your boxes.  

The simple step of creating a short questionnaire for people to complete when scheduling a call allows you to answer…

• Is what they’re looking for something you offer?  

• Are they ready and able to invest in support right now (or looking to pick your brain)?  

• Do they intuitively feel like someone you can work with based on their answers?

This type of questionnaire not only helps you immediately identify if the conversation will be worth your while, but it minimizes the likelihood of your blind date climbing out the bathroom window halfway through dinner.

Action Step: What questions do you need to ask prospective clients before a sales call to ensure it’s a relevant fit from the get-go?

2: You skip straight to the sale without first building trust

The number one deciding factor for anyone to say yes is not whether the offer itself is a no-brainer, but whether the person delivering it is.  

This is because people need to first buy into you before they buy from you.  

They need to feel you “get it” and that you understand their specific set of circumstances. They need to feel that you’re on the same wavelength and that they can be honest and vulnerable with you. 

Above all, they need to feel that you genuinely care. 

One of the most powerful (and simple) ways to set yourself apart from others in this noisy, competitive online space is to focus on people and relationships over “sign-ups”.  

With this in mind, the opening part of your sales calls should 100% focus on building rapport. 

and only once this is established should you transition into discussing exact program details.

Action step: What could you do differently in the opening moments of your sales calls to focus more on building a trusted relationship? 

3: You tell them what they need, instead of asking them what they want

Making assumptions about what’s important to someone without first seeking to understand their point of view is sure to get you ghosted.  

Just think of all the times you’ve received a cold DM … how they say they can “get you 300 sales calls a month” (when they know nothing about your business or biggest priorities).  

This sort of approach doesn’t make you feel special.

And, more often than not, you simply hit delete and block.   

If you want effortless sales in your business, you need to start asking more questions about what your ideal client wants instead of telling them what you think they need.  

This allows you to tailor the conversation (and your description of the solution) in a personal and relevant way versus being perceived as pushing a “one size fits all” pitch on them.  

Action Step: What are the most important questions you need to ask prospective clients so your pitch feels as personalized as possible?

4: You try to sneak a sales call into a “free taster session” (and hoped they wouldn’t notice)

Misaligned expectations are not a good look.  

Offering free clarity, breakthrough or discovery calls are a fantastic strategy to spark more conversations, but it’s essential you accurately communicate what IT is.

Is it a free session or is there an opportunity to discuss further help and support?  

You need to ensure your messaging about these sessions clarifies this!

(It also pays to “pre-frame” the call at the start to advise that (if it’s relevant), you can also share how you work with clients if they’re looking for more support)

This eliminates the risk of anyone feeling tricked or manipulated into booking a call expecting free value but instead getting blindsided with a pitch.    

Action Step: how can you communicate a clearer message about your free sessions or direct sales calls to avoid any potential misunderstanding with future clients?   

5: You don’t make it okay to say NO

Here’s the reality… if someone doesn’t feel they can be honest with you, they’ll see no choice but to lie to you.  

This is precisely why you’ll hear something like…

“Yes, I’m in! Send me more details” … or … “Let me think about it.” 

….when they have zero intention of thinking about it and will not get back to you!

We’ve all been on the receiving end of a hard-sell experience where we felt pushed or pressured with crazy ultimatums.

such as ones I’ve personally heard like, “Well if you say no now, you won’t get this opportunity again”, smh.  

But a hard-sell approach is a total lose-lose scenario because if the offer is not a fit for someone, the most valuable thing for us as business owners is to learn why that is.  

Often, a “No” can be turned into a future “Yes” simply by clarifying something… 

OR by offering an alternative option that better meets the client’s needs… 

OR recognizing that something needs to shift in your messaging to make it more attractive!  

But if you haven’t taken the time to build trust and rapport, you’ll never benefit from the golden insights of what’s really behind that “No”.  

Action Step: Show respect to prospective clients around their decision-making process, so they know there’s no pressure from your side.

Conclusions & Next Steps

The more intentional your focus is on your communication before and during a sales call, the more likely you are to make a sale. 

or at the very least, get clear feedback to improve things in the future!  

Remember, a “no” isn’t necessarily forever so long as you prioritize the relationship over getting a sign-up.

I hope you can see this now, after reading this article :-)

Today is an opportunity to reflect on these five things and ask yourself “where can I improve?” … “what can I do differently?” … “how can I tweak my current process?”

If you do, I assure you that you’ll minimize any future ghosting or MIA clients.

And if you’d like further insights into how to shift your sales process to create more feel-good sales from clients ready to invest, I encourage you to check out my free 5-Day Sales Success Challenge…

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