Prospects ghost you for three reasons: uncontrollable circumstances like maternity leave or budget delays, legitimate slowness, or your failure to build trust. Sales are relational. People buy from people, so establish credibility early to reduce ghosting.
Why is it that leads ghost us? There are a lot of reasons. Some are legitimate, some you cannot control, and others you absolutely can. The ones you can't control, for example, your lead is on maternity leave, so it's going to take longer to find the next person who you'll be interacting with. Or maybe it's a holiday season, or maybe there's some internal holidays going on within the company that you are pitching to. And sometimes the clients need more time. Sometimes they're waiting on a budget approval from their VP or their CEO. But a lot of times there are things that are under our control that we don't do optimally. We don't build an emotional connection and we don't establish trust. It's a big problem because people buy from people. And as a consultant, you want to establish authority and credibility.
