Prospects ghost after meetings when they don't see clear value. Use a three-part framework: state your Purpose upfront, run a focused discovery with targeted questions, and end with a concrete Outcome like a demo or next meeting. If they won't commit to a next step, dig deeper instead of assuming success.
Typically when folks are getting ghosted, it's because you're not bringing enough value for the person you're meeting with, the prospect or potential client, to even bother letting you know you wasted their time. You need to lead meetings that bring value and opportunity to your clients so that they wanna invest the time and resources in working with you going forward. The best way I know how to do that is by using this framework: purpose, process, outcome, to run your initial meetings. Let me give you an example. Purpose. Bob, thanks for your time today. So just so we're all on the same page, the reason we're meeting is to understand whether or not ACME company can meaningfully impact their data security by getting full visibility across all the data stores on-prem, in the cloud, et cetera, and also looking to improve efficiencies so you can mitigate and remediate any risks, whether internal or external, um, with some automation. Are we on the same page there? Yes. Great. So the way that we can go about that most efficiently is first I'm gonna ask a couple of questions. I got 2 or 3 questions that will help us understand your current situation and any potential you might have to achieve those results. Uh, we might find that you guys are already running running as efficient and as optimized as possible. There's no data risks at Acme Co whatsoever. Uh, and we'll part ways. Or oftentimes, uh, if we do understand that there is some potential opportunity there, a lot of our clients like to have a demo and take a look at the, their data in the environment. Are we on the same page with those two potential outcomes? Or were you seeing things working out maybe a little differently? Follow this process for all your meetings and you'll end every meeting with an outcome that drives you forward to the next step in your sales cycle. If they agree to that, you schedule it and you move forward. If they don't agree to it, then you have some digging to do before you leave a meeting feeling like, "Yeah, that was a great meeting!" And then you never hear from them again.
