It’s 8 AM (or 5 AM for early risers like me). You open your inbox eagerly, hoping for a reply to the carefully crafted proposal you sent last week.
Once again, silence. Does this sound familiar?
Ghosting - where potential clients suddenly stop responding after initial contact - is a challenge many entrepreneurs face. Fortunately, there are practical ways to turn that silence into productive conversations.
Before diving into solutions, it’s essential to understand WHY ghosting happens:
Loss of interest
the service no longer meets their needs
their priorities have shifted
they’ve found another solution
Fear of making the wrong decision
they’re afraid they’ll regret their choice
they fear making a mistake
they worry about the consequences of a bad decision
Lack of time
they’re too busy to evaluate options properly
they delay the decision for later
other priorities are taking up their attention
No sense of urgency
they don’t feel the need to act now
nothing is pushing them to decide quickly
they believe the offer will still be available later
Difficulty seeing the value
the benefits of the service aren’t clear
the cost-to-value ratio isn’t convincing
Overwhelmed by options
they’re continuously considering other offers
they’re overwhelmed by too many choices
These are just a few of the common reasons prospects ghost. Now that we understand the “why,” let’s explore how to prevent it.
Creating an instant connection in your first contact
Imagine walking into a room full of strangers. You wouldn’t start shouting about your services to everyone, would you?
In the same way, responding to a prospect’s enquiry calls for a tailored and thoughtful approach.
Before you write your response, take a moment to understand their situation. Check out their website, browse their social media or carefully review their request. What are their real needs, and what challenges might they be facing? Doing this research allows you to craft a response that truly resonates with their specific expectations.
Your reply becomes more than just an answer – it’s the start of a collaboration built on understanding and trust.
Crafting a memorable offer
In a sea of generic proposals, your offer needs to stand out. Don’t just list your services—tell a story. Share examples of successful projects you’ve worked on, showcasing how you turned challenges into opportunities.
Focus on tangible benefits: instead of saying, “i can manage your social media,” explain how you’ll transform their online presence into an engagement powerhouse that attracts qualified leads.
Mastering the follow-up game
Following up is like a delicate dance—it’s all about finding the right rhythm. Too many follow-ups can push someone away, but too few can mean missed opportunities.
After the initial proposal: wait 2–3 business days before sending a light, friendly follow-up to confirm they received it.
A week later: if no response, send another message with added value—perhaps a new idea for their project or a relevant article you came across.
Another week later: if silence persists, send a “farewell message.” This isn’t a sad goodbye but an opportunity to re-engage. Include a time-sensitive offer or share a final valuable resource. This can create urgency without being pushy.
Learn and adapt
Keep track of your interactions and look for patterns : which types of messages receive the most responses? Are certain times of day or days of the week more effective for follow-ups?
Use this information to continuously refine your approach.
Even the best professionals experience ghosting—it’s how you adapt that sets you apart. Take note of what works and what doesn’t.
Remember, every client is unique, with their own concerns, decision-making pace, and communication style. Your role is to stay present, relevant, and respectful of their space.
Struggling to secure new clients? Let’s work together to structure your business for success. Contact me today for coaching and personalised support!