So to help you maximize your chances of bringing dead sales conversations back to life, we here at The HubSpot Sales Blog<\/em> \u2014 the most trusted, \u201cfinger on the pulse\u201d outlet in the wild world of sales-related and sales-adjacent media \u2014 reached out to some sales experts for their takes on how to handle being ghosted by prospects.<\/p>\n Jehann Biggs<\/a>, President & Owner of In2Green<\/a>, says, “A prospect may ghost you because they\u2018re feeling overwhelmed with choices and simply don\u2019t know how to move forward. When faced with too many options or an overabundance of information, people sometimes disengage because they fear making the wrong decision. The decision-making process becomes paralyzing, and they retreat rather than risk choosing poorly.<\/p>\n “I\u2018ve encountered this before when potential customers have been interested in our sustainable products but were unsure which option would best fit their needs. In these situations, I don\u2019t push for a quick decision.<\/p>\n \u201cInstead, I simplify the process for them by offering a side-by-side comparison of options or suggesting a clear next step. I may even offer to walk them through the selection process. Taking the complexity out of the decision-making equation gives them a clearer path forward and often brings them back into the conversation when they’ve felt less overwhelmed.\u201d<\/p>\n Katie Breaker<\/a>, Sales Director at BirdieBall<\/a>, says, “One big reason prospects ghost you is that they\u2018re simply overwhelmed with other priorities. In B2B, it\u2019s easy for things to slip through the cracks, especially if you\u2018re not the only one they\u2019re evaluating. Sometimes, they\u2018ve gotten busy or even moved on to other potential solutions \u2026 When this happens, don\u2019t take it personally.<\/p>\n “Instead, send a follow-up email or message that\u2018s friendly and non-pushy. Acknowledge that you understand things can get busy and ask if they need more information or time. It\u2019s also helpful to reframe the conversation by asking if there’s anything about your product they need clarification on or if their needs have changed.<\/p>\n \u201cBeing empathetic and offering value will keep the door open. And if they still don’t respond, sometimes it’s best to let them be for a while, then check back in after a few weeks or months. Timing can make a huge difference when they’re finally ready to re-engage.\u201d<\/p>\n Samir ElKamouny<\/a>, Founder & CEO of Fetch & Funnel<\/a>, says, “When prospects \u2018ghost\u2019 you in the B2B SaaS space, it\u2018s often due to a lack of perceived value or urgency. From my experience scaling businesses, a crucial step is ensuring your messaging resonates with the prospect\u2019s pain points and aligns with their current priorities.<\/p>\n “For instance, at Fetch & Funnel, we’ve seen success by applying custom retargeting strategies that dive deep into specific product benefits, reaffirming the value proposition at crucial stages of the buying journey.<\/p>\n “One effective tactic is leveraging social proof through testimonials. In one campaign, showcasing real customer success stories for a SaaS product significantly increased engagement. Prospects often hesitate due to trust issues, so hearing how others have succeeded can be a game-changer. Testing different message variations also helps refine the approach until it resonates.<\/p>\n \u201cIt’s equally important to maintain a follow-up process that keeps you top of mind without being intrusive. Creating a sequence that offers valuable insights or problem-solving tips custom to your prospect not only adds value but also keeps the conversation open. This approach consistently helps in re-engaging leads who initially disappeared.\u201d<\/p>\n Kacper Rafalski<\/a>, Demand Generation Team Leader at Netguru<\/a>, says, “One reason a prospect might ghost you is they don\u2018t fully grasp how your solution will fit into their current workflow. It\u2019s easy to assume they\u2018re not interested, but in reality, they\u2019re just unsure how it\u2018ll align with what they already use. And honestly, it happens all the time \u2014 prospects seemed engaged but then vanished after the demo. But the issue isn\u2019t price or competition. In most cases it was clarity on implementation.<\/p>\n “To break the silence, I’ve learned to approach it differently. Instead of pushing for a close, I offer value through resources that specifically address their concerns. Even a quick message like \u2018Hey, I thought this case study might help you see how our solution actually fits with your current setup\u2019 <\/em>can make all the difference.<\/p>\n \u201cIn my experience, once you give them that ‘aha moment’ about how your solution works in their world, they often come back to the conversation. And it’s not even about chasing them down with follow-ups. You simply help them see your product solving their actual day-to-day problems. Once that clicks, the ghosting usually stops.\u201d<\/p>\n Shantanu Pandey<\/a>, Founder & CEO of Tenet<\/a>, says, “When a salesperson rushes through discovery, they miss what actually matters to the prospect. They end up pitching a solution to a problem the prospect doesn’t have or care about.<\/p>\n “If this happens, go back to basics with what we call a \u2018reset\u2019 email: \u2018I\u2019ve been reflecting on our conversations and realize I may have missed understanding your core challenges. Could we schedule a quick 15-minute no-commitment call where I ask just three questions about what success actually looks like for you?’<\/em><\/p>\n \u201cThis gives them permission to correct your course without making them feel like they’ve wasted time. When they respond, shut up and listen twice as much as you talk.\u201d<\/p>\n Stephen Dominic Giuttari<\/a>, Founder & CEO of Market Boxx<\/a>, says, “Prospects can get overwhelmed if bombarded with too much technical jargon. I mitigated this by ensuring our communication was clear and focused. During onboarding, we break down strategies into digestible steps, avoiding technical overload, which keeps the prospects engaged without losing interest.<\/p>\n \u201cWhen prospects ghost, I re-engage by tapping into competitive insights we have on the market. Recently, I reignited discussions by sharing industry-specific trends and competitor analyses, providing actionable insights. This approach consistently sparks renewed interest, proving that delivering relevant, strategic insights can effectively pull them back into the conversation.\u201d<\/p>\n I discussed it at the beginning of this post, and I\u2018ll say it again: Getting ghosted is often a fact of sales life. It\u2019s rude, frustrating, and unfortunate \u2014 but it’s more or less bound to happen from time to time.<\/p>\n While there’s no remedy that guarantees every prospect who leaves you on read will respond with, \u201cOh my gosh! I’m so sorry for ignoring you! Let’s get back into it! Bless your heart for touching base again,\u201d <\/em>you can still put yourself in a solid position to get your sales conversations back in motion if you play your cards right.<\/p>\n Hopefully, this article offers enough perspective for you to avoid getting ghosted in the first place and thoughtfully navigate it when it happens.<\/p>\n Getting ghosted in any facet of life is pretty brutal, and sales is no exception. Nobody likes thoughtfully prospecting, conducting thorough discovery, and maintaining what feels like a productive conversation only to hear radio silence.…<\/p>\n![\"Free](\"https:\/\/no-cache.hubspot.com\/cta\/default\/53\/e97d6603-b40e-4085-ad55-0074b7351ead.png\")
<\/a><\/p>\n6 Reasons Prospects Ghost You and What to Do When They Do<\/h2>\n
1. They\u2018re feeling overwhelmed with choices and don\u2019t know how to move forward.<\/h3>\n
2. They’re overwhelmed with other priorities.<\/h3>\n
3. There’s a lack of perceived value or urgency.<\/h3>\n
4. They don’t fully grasp how your solution will fit into their current workload.<\/h3>\n
5. You rushed through discovery and missed what actually matters to them.<\/h3>\n
6. You’ve overloaded them with information.<\/h3>\n
![\"\"](\"https:\/\/track.hubspot.com\/__ptq.gif?a=53&k=14&r=https%3A%2F%2Fblog.hubspot.com%2Fsales%2Freasons-your-prospects-ghost-on-you&bu=https%253A%252F%252Fblog.hubspot.com%252Fsales&bvt=rss\")
<\/p>\n","protected":false},"excerpt":{"rendered":"