How to not get ghosted

📄 Never resent your buyer’s lack of response or followthrough

"Martin, simmer down. You’re giving me a heart attack". I looked over – he was pale as a sheet and trying keep his cool. It …

📄 Properly writing your pipeline tasks: how to keep your deals moving

Whatever CRM tool you use, whether it’s a notebook or a fully decked-out Hubspot setup with integrations and automations, you’ll always need to select deals …

📄 Why playing the waiting game is a disservice and what to do instead

There’s an insidious habit that almost everyone falls prey to – not just coaches and consultants and owners, but also professional sales people. It’s called …

📄 Never ascribe to malice

That buyer who said they’d get back to you by the end of the week about your proposal but it’s now three weeks later and …

📄 Wait… is this why you don’t do any followup?

We all like to believe in a positive future, or, as an author named Hugh MacLeod said it years ago: the market for something to …

📄 How to send emails that help your sales instead of getting you ghosted

Email is a powerful tool if you use it right, and that means you need to be very careful and very precise in how you …

📄 Telling people what’s right for them, and robbing them of their autonomy

The reason traditional selling is such an annoying and frustrating, ineffective approach: It presumes that the seller knows what’s best for the buyer, and then …

📄 Never follow up, never check in

Of course: when you’re discussing a deal with a buyer, you have to follow up with them – most sales don’t happen in just one …

📄 How much outreach is enough?

Asks a client: "I’ve just sent 4 outreach messages. Is that enough, in terms of input?" By itself it isn’t, no. Even if you get …

📄 One missive, one message

Clients often ask me for help and feedback with their writing such as replies to inquires, followup messages, website copy etc – in itself a …

📄 Harvest, don’t close. Nudge, don’t chase

How you think and talk about things matters a lot, and where it comes to your efforts to find strangers and turn them into clients, …

📄 Love from buyers

It’s not that hard to get love from clients: Show up on time. Say what you’ll do and do what you say. Deliver a quality …

📄 Don’t be interesting to your buyers: be useful instead

While asking questions and listening are at the heart of ethical selling, there will come a moment – several moments, more likely – where the …

📄 Get ghosted less, get paid more

Here’s the problem with being a nice person, wanting to make things better by making better things, and owning a business: You want to do …

📄 Are you being ghosted… or are you imagining deals that aren’t there?

Human creativity is a glorious thing, but it can also be the ruin of your revenue or even your entire business. Because when you ‘re …

📄 How to lose the sale at the start of your very first meeting

It seems so logical, when you first meet a new buyer… "Hi, I’m Jimmy, good to meet you. I help businesses solve problem X, Y …

📄 A perfect example of how to not follow up

"Quick checkin" read the subject header. The opening line of the email: "Just wanted to follow up quickly". Clearly, this sender has never read any …

📄 It’s more fun to get ghosted by Richard Branson

Getting ghosted is all kinds of no fun, but it’s going to happen. It’s just part of the sales process. Question is, who do you …

📄 Your buyer is not an idiot (aka misattribution kills deals)

It’s Monday, your buyer didn’t reply to your proposal like they said they would. Unbothered you send a followup email, expecting a reply… but a …

📄 Why ‘putting a pebble in their shoe’ prevents you from getting ghosted or ignored

It’s a common trope in marketing and to some degree in sales, that we need to ‘join the conversation going on in the buyer’s mind’. …

📄 Fears, frustrations & lenses – and not getting ghosted so much

The ability to shift your perspective on things is a powerful tool, when trying to make things work with people or getting people to buy …

📄 Better get a no than a ghost

I don’t know about you, but I would rather have a no than a ghost. If you’ve ever been in a situation where you thought the …

📄 Never let your emails do your selling

For every job, there’s a tool – and using the wrong tool for the job can cause all kinds of problems, damage, and indeed: lost …

📄 Two questions to ask a buyer who became a ghost

It’s one of the most annoying parts of being in business: You engage with a prospect, you have a great conversation, they really like what …

How to not get ghosted

Which of these is your biggest challenge?