Prospects may sometimes go quiet on you. Maybe they’re not ready to buy, or maybe they bought promo from another company. Prospects may also seem to vanish into thin air because you didn’t nurture them or because your offering isn’t in their budget.

Whatever the reason, being ghosted is disheartening. It can leave even the most confident sales reps feeling rejected and disappointed.

However, even when it feels like prospects have disappeared, they’re not necessarily gone forever. Dozie Anyaegbunam, the senior content and SEO manager for UserGems, says you just need to implement a few strategies to get disappearing prospects back into the pipeline. We share his suggestions in this issue of PromoPro Daily.

Build a connection. To reel back in a prospect who seems permanently out to lunch, focus on relationship-building. Send them a promo to remind them of your business or send them a quick message on social media. The idea is to make the prospect feel valued, Anyaegbunam says.

Highlight your value. If prospects ghost you, they might think your price is too high – or too low. To come back from either scenario, Anyaegbunam says it’s crucial to effectively highlight your product’s value to rekindle a prospect’s interest in it.

Be polite but persistent. When encountering pushback from prospects, salespeople sometimes use pushy and aggressive sales tactics – intentionally or unintentionally – to close a deal. More often than not, this leads the prospect to avoid further interactions, Anyaegbunam says. Be polite without coming across as overly salesy. 

Make things simple. When showing your value, be cautious about inundating prospects with too many emails, case studies or other information. Instead, simplify your messages with clear calls to action.

Keep up with job changes. Although it may seem like a prospect is avoiding you, sometimes it comes down to a job change in the middle of the deal. A sudden job change can put the brakes on the deal, Anyaegbunam says, but it also creates an opportunity to connect with the prospect in their new role.

If it seems like a prospect has vanished without a trace, use the ideas above to contact them. Start by nurturing the relationship, remembering to be persistent without being pushy. You can also simplify your communication and make sure the prospect knows what value you provide. When you follow these strategies, you can begin to breathe life back into leads that once seemed lost forever.

Compiled by Audrey Sellers

Source: Dozie Anyaegbunam is the senior content and SEO manager for UserGems. He’s also the host of The Newcomers Podcast.