How To Get Beyond The Ghost

How To Get Beyond The Ghost

We are just four day’s away from the next Carrier Community Event and I am freaking pumped!
Today’s post is inspired from some answers from the attendees when it came to the question of how do you get beyond the ghost.  The ghost is referring to the person you were talking to and about to sign a deal with, but then all of a sudden they don’t respond to your text’s, call’s, emails… nothin.  Below are some of the ideas discussed, some of which I wouldn’t have thought of.  Since I have started creating this carrier community with others, these pieces of wisdom have become invaluable.
  1. Pay attention to the news surrounding their company and about items that would be of interest to them.  If their company has done something remarkable and it is being reported on, this is an easy way to mention it to them and possibly get them talking about themselves… which we all love doing.  If their company isn’t in the news and you sent a printed out copy of the article with a letter stating why you sent it, that shows that you actually know about them and their interests, and that you are not afraid to go above and beyond what others and sales do.
  2. Search job postings for their company.  You may notice that their company is about to hire someone who will be their boss, or that their position is now open.  If you see that the company is hiring a new person in logistics / supply chain, you can send a welcome note once that position is filled.
    • You should also pay attention to their LinkedIn.  That is the easiest way to see changes to someones status and to see if their company, if their company keeps up with their own LinkedIn, has new people that could help you get back in contact with “The Ghost.”
  3. Get existing clients to call prospects.  If you can’t get back in touch with your contact, see if you can get an existing client to call on your behalf.  If someone called me and was genuinely raving about the service they were receiving… I know I would be 100% more inclined to reignite those conversations and take a second and third look on what was actually offered.
  4. Take a personal visit to their office.  This is super old school, but a personal touch is always more impactful.  See if you can learn their schedule a little bit better before you go to visit because you may be able to catch them on their way back from lunch.
  5. Hold them accountable.  This is one of the more tough suggestions because you have to do it with empathy.  You have no idea what is going on in their lives, but whatever is happening shouldn’t keep them from helping out their company.  If they agreed to get back with you about a yes or a no, keep them accountable to that.
Any of these five points can be implemented over and over again, but the most important thing is to make the other customer the hero. Part of the reason they may be ghosting is because even though you may be saving them some money or solving a problem, you are positioning yourself as the hero bringing about the solution. Remember that in sales you are never the hero.  Your job in sales is to make the other individual realize that with your help, they are going to be the hero as they save their company money, solve a big issue, or help bring about positive change that the company has been needing for so long.
Getting beyond the ghost isn’t easy, but it is possible. What are ways that you are doing it with your potential customers?

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