Katie McManus, who coaches ADHD business owners, says schedule a 10-minute decision call before prospects leave your sales conversation. It stops ghosting and forces them to give you a yes or no instead of disappearing.
You want to hear my secret about how I prevent getting ghosted from sales calls? And hi, I help ADHD business owners make more money in less time with fewer distractions. I'm Katie McManus, business strategist and money mindset coach. I've been running my coaching business for five and a half years now. And before that I had a really long run in sales. And honestly, most people in sales don't even know this trick, so they can't even share it with you if you're not sure what ghosting is. Basically it's when you have a really great sales call with someone and they say that they need to think about it and then you, you never hear from them again and you follow up, you send them text messages, you email them, and it's all like, hey, just touching base. Are you still thinking about this? And it's super awkward and so defeating when you're first starting your business. And honestly, the worst part about it is that this potential client who ghosted you knows that they ghosted you. So they feel like the a hole right now. And because they feel like an a hole and they feel like an a hole in relation to you, you're probably never going to hear from them again. So going forward, you're going to do this thing at the end of all of your sales calls. You ready? You're going to book what I call? Yes, no call. And what does that mean, Katie? Well, I'll tell you. And it's honestly just like it sounds. Instead of leaving the call ambiguous about who's going to be following up with who with what answer, you are going to schedule a time for you both to hop back on the phone where this potential client is either going to tell you, yes, they want to work with you or. Or no, not this time. Why I love this call so much is that it holds your potential client accountable to making a decision either way, before that call, and either way, you're going to hear one of two things. A, yes, and they're going to start working with you, or B, no, and they're not going to work with you. And I know hearing no is scary, but they were already not going to work with you before. At least now you know about it. And actually, you're also more likely to hear yes, because we all know that feeling of getting on a sales call about something that we really want telling the person, yes, I want to think about this. And then you go away and then life happens and you get busy and before you know it, it's been three months and you haven't given this person an answer and you feel like a jerk. When you hold your potential clients accountable to making a decision within a time period, you're also reminding them to get back to you. And what does it sound like? I'll show you. Oh yeah, no, this all sounds great. I just really need to think about it. Absolutely. So what I like to do whenever someone needs to think about it is just schedule a time for us to touch base where you can give a yes or a no. And if you have any questions between now and then, then you can reach me by X and Y. So how many days do you want to take to think about it? Well, today's Tuesday, so I could probably make a decision by the end of the week. Great. So why don't we look at Friday? I have 1pm and 4pm Eastern Standard Time available for me. Which one works best for you? Oh, awesome. Yeah, 1pm works great for me. And that's that you send them an email invite for a 10 minute call where they're gonna give you yes or no and you no longer need to call Ghostbusters.
