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Section I: Preventing yourself from getting ghosted
Pre-Meeting
- Confirm the calendar invite
- Set the placeholder
- Create a pre-meeting agenda
- Never leave a cancellation without a meeting, always punt the invite
In the discovery call
- Upfront contract
- Labeling questions “sounds like”
- Question behind the question
At the end of a discovery call:
- 5-minute drill
- Use a JEP / align on next next steps
- Benign note
Section II: So you got ghosted, what do you do?
Channels
- Communications: Call, LinkedIn, send something
- Targets: Call other prospects in the deal. Call the front line
- Change the voice: Use an exec-to-exec touch
Messaging - Key is pitch-light / pushing away
- Did I mess something up?
- Did I lose you?
- If going above their head
When to give it up?
- No bilateral communication within 30 days — it’s done
- From there… Charly’s value add / warming drip 1x / month
- Go prospect other people. X Company didn’t reject you, just that one person did
- Keep reminders on for new hires/events at the company
Danger zone tactics
- Cold invite
- Going over their head
- Door knocking
- Weekly donut
RESOURCES DISCUSSED
