Prevent Prospects From Ghosting You 

Have you ever experienced the frustration of having a prospect show immense excitement about a property one day, only to disappear off the face of the Earth the next? It can leave you wondering, “Where did they go? Did they fake their enthusiasm all along?” Well, in today’s blog, we’ll explore the four common reasons why sales prospects tend to ghost you, and how you can prevent prospects from ghosting you in the future. 

Understanding the Ghosting Phenomenon 

Ghosting, as defined by UrbanDictionary.com, is “the act of suddenly ceasing all communication with someone, typically in dating.” It’s done with the hope that the other person will get the hint and back off without the need for a direct rejection. Interestingly, you can apply this concept to the world of buying and selling homes with equal relevance. But most of us can empathize with the feeling of being ghosted in the dating world – it’s not pleasant. 

So, what causes prospects to vanish, and what can you do about it? Let’s delve into the reasons behind this and offer some solutions. 

Reason 1: Delayed Follow-up 

One common reason for prospects ghosting you is waiting too long to reach out to them after the initial meeting. Good follow-up is all about speed. If you think you can afford to call a prospect a week after your first encounter and expect them to be eagerly waiting for your call, think again. In the fast-paced world of real estate, even 24 hours can seem like an eternity. To succeed, you need to be lightning-fast in your approach. 

Pro Tip: Call your prospects back on the same day you meet them. Strike while the iron is hot.  

Reason 2: Product-Centric vs. Customer-Centric 

A common pitfall in sales is making the presentation about your product or the deal rather than the customer. Did your sales pitch delve into the customer’s mission, how their life needs improving, their pain points, and how your home can help? Or did you merely extol the virtues of your product? 

Pro Tip: Ensure that your sales presentation revolves around the customer. Learn personal details about them and their situation, making the process about their needs and goals, not just the sale or the product. 

Reason 3: Lack of a Compelling Follow-up Message 

A third reason for ghosting is sending a lackluster follow-up message. If your follow-up sounds anything like, “Hey, it’s Jeff. Just following up. So, what did you decide? Tell me. I’m here all day,” it’s boring and self-serving. Prospects are not interested in helping you meet your sales quota; they want solutions to their problems. 

Pro Tip: Craft personalized follow-up messages that address the prospect’s motivations and how buying the property will alleviate their pain points and enhance their lives. Make it about them, not about you. 

Reason 4: Failing to Control the Next Step 

One of the biggest reasons prospects ghost salespeople is that the salesperson did not take control of the next steps in the process. It’s crucial that you, as the salesperson, own the next step and never place the burden on the buyer to move the sale forward. Ending conversations with vague statements like “Call me,” “Let me know,” or “I’ll wait to hear from you” can make follow-up awkward, as proper expectations weren’t set from the start. 

Pro Tip: Always set the next step and maintain control of it. For instance, suggest, “How about we do this? I’ll give you a quick check-in call this evening to address any questions that may have come up. This way, you won’t be up all night worrying about them.” Make your prospect feel comfortable with your follow-up and build trust in the process. 

You Have To Be Proactive and Personal 

In order to prevent prospects from ghosting, you need speed, personalized communication, and maintaining control over the sales process. Make it all about your prospect, not about your product or your goals. By doing so, you’ll not only avoid being ghosted but also increase your chances of changing someone’s world by finding them the perfect home. So, put these strategies into practice, and watch your sales prospects stick around, excited and engaged.

If you want to become better at following up with your prospects and start making more sales, you need to check out, Follow Up and Close The Sale. In this book, you’ll learn effective and easy follow-up strategies that engage your customers and get you results.