The Art of Following Up: Preventing Ghosting in Your Agency

In this episode, we delve into the common problem of ghosting agencies face when prospects fail to respond after receiving a proposal. Rob shares how agencies can prevent ghosting by better qualifying prospects before sending proposals, better understanding their budgets and timelines, and building strong relationships from the beginning. We also explore how creating a sense of urgency and providing clear next steps can help move prospects towards a decision while following up effectively and being tenacious in pursuing them can increase the chances of closing a deal. 

Tune in to discover how to tackle ghosting and win long-term business.

Time Stamp

00:00 - Introduction: Rob introduces the topic of ghosting in the agency world, and provides a brief overview of the key facts that will be discussed in the episode.

02:07 - Qualifying Prospects: Rob explains the importance of properly qualifying prospects to prevent ghosting. He discusses how agencies can better understand a prospect's budget, timeline, and overall fit before agreeing to send a proposal.

04:01 - Building Relationships: Rob emphasises the value of building strong relationships with prospects from the beginning of the sales process. He explains that by positioning yourselves as experts and understanding the prospect's needs, agencies can increase their chances of winning and retaining long-term business.

4:58 - Creating Urgency: Rob shares tips on creating a sense of urgency in the sales process. He discusses how clear next steps, deadlines, and time-limited offers can help move prospects towards a decision.

6:39 - Following Up: Rob emphasises the importance of following up effectively and being tenacious in pursuing prospects. He shares tactics for following up with prospects, such as using personalised messaging and checking in regularly.

08:41 - Conclusion: Rob summarises the key takeaways from the episode 

Quotations

"Preventing ghosting begins by qualifying prospects thoroughly. It's not about rushing to get a proposal in front of them, it's about truly understanding their needs and identifying whether they are a good fit for your agency." Rob Da Costa

"By positioning yourself as an expert and getting to know the prospect's business, you can build trust and confidence that you are the right fit." Rob Da Costa

"Following up is key to prevent ghosting, but it's important to do it effectively. Focus on creating urgency and clear next steps, and don't be afraid to be tenacious in pursuing prospects." Rob Da Costa

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Further reading:

• "How to create a sales follow-up process": This article provides tips on how to effectively follow up with prospects and increase the chances of closing a deal.
• "5 proven strategies to deal with indecisive prospects": This article provides helpful insights on how to approach prospects who may be hesitant to make a decision. 
• "How to build trust and rapport with new clients": This article provides guidance on how to establish a strong relationship with prospects from the beginning