STC122: How to avoid being ghosted by corporate decision makers

Selling To Corporate

Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders?

In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps.

Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.

It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships.

In this episode I’m sharing;

• Facing ghosting: its impact and response strategies

• Consider buyers' feelings and how to address your own frustrations privately.

• How to define and recognise ghosting in relationship communications.

• Overcoming Ghosting: Essential tips for interacting with corporate decision makers

• Ghosting Prevention Tips: Navigating corporate decision makers' responses

• How to prevent ghosting by corporate decision makers

Key Quotes;

Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with."

— Jess Lorimer 00:09:5900:10:08

Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying."

— Jess Lorimer 00:11:3100:11:36

Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news."

— Jess Lorimer 00:13:2400:13:46

Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?"

— Jess Lorimer 00:15:2400:15:32

Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure."

— Jess Lorimer 00:17:3700:17:41

Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more."

— Jess Lorimer 00:04:5700:05:50

Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?"

— Jess Lorimer 00:06:4000:06:52

The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted."

— Jess Lorimer 00:08:5900:09:13

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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