Silence can be golden - if you break it

Another overlooked source of growth is your prospects who almost became clients.

The ones who ghosted you, as the kids say 😉.

It’s easy to assume that their silence means “No.”

But prospects go quiet for any number of reasons.

They get busy. The time isn’t right. There’s another decision maker. Life gets in the way.

But how do you reopen these conversations?

Here’s what doesn’t work well…

Sending - “Are you still interested?” or “Just checking in” messages.

I’m sure you’ve received plenty of those and found most of them annoying.

Here’s a better approach…

Keep the conversation about them. Focus on helping them achieve their goals.

Rather than “are you still interested?” try, “I had another idea about how to achieve (your goal). Do you have time for a quick call?”

Instead of “just checking in,” try “I saw (news or event in their industry) and have an idea of how you can take advantage of the opportunity it presents. Are you open to a quick chat?”

When crafting your follow-up messages, keep them:

• Intriguing and short

• Specific to them/their situation

• Low-pressure

• Hint at the benefit for them, but don’t give it away

Once you’ve done this a few times, you’ll find that you will have 2 or 3 “templates” that you can reuse with minor tweaks.

It’s a lot easier to reopen conversations with “ghosts” than it is to find and convert cold leads, so don’t overlook this opportunity.

And if you’d like help writing your scripts, give me a call.

Bill

913.962.9261

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Thanks for reading.

Bill

913.962.9261

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