3 Strategies to Help Prevent Clients from Ghosting You
Being ghosted by clients... We've all been there - you engage with a prospective client, spend some time with them discussing your services, and then, pouf! They disappear... Never to be heard from again, leaving you feeling at best disappointed and, at worst, like a failure wondering what you did wrong.
This has, naturally, happened to me on a few occasions, so I thought I would share the three strategies that I have implemented in my business to help prevent ghosting from happening.
That's not to say that I now end up working with every client I speak to (these strategies aren't some kind of silver bullet), but I now have a system that has enabled me to qualify clients in or out, so that I'm not left in the dark wondering whether we are going to work together.
Strategy 1: Use a Client Booking Tool (Such as Calendly)
Implement a consultation booking questionnaire - are they your Ideal Client? Are they ready to invest in your services?
Consider charging a nominal fee for the initial consultation, if this is appropriate for your industry.
Set up call/meeting reminders.
Send a post-consultation follow-up survey or info pack.
Don't be afraid to follow up a few times with them, but make sure you add some kind of value with each connection you make.
Strategy 2: Structure Your Consultation Call Effectively
Make sure you demonstrate the value of your service - show the client where they are now and where they could be if they worked with you.
If pricing comes up in the conversation, don’t shy away from the question! Confidently state your prices, but don’t leave the conversation here. As Rich Litvin says, end it in the realm of possibility, not affordability.
Close the call (and the client), softly. Ask a question such as, “What do you think you could achieve if we worked together?”
Don’t be afraid of objections! Ask the client, “What are your reservations?”, so that you have a chance to work through them on the call
Strategy 3: Manage Your Mindset
Don’t be needy! You need to be assessing the client as much as they are you…
Serve don’t sell - if you come from a position of service, you will not feel uncomfortable asking the questions that need to be asked to move your client forwards.
Don’t be afraid of the word “no”. The client’s ultimate decision has very little to do with you; if the client decides that you are not a good fit, that is down to their internal filters, it is not a direct criticism of who you are. Michael Neill says (and I paraphrase) that there are only really three reasons why someone will say no:
Their fears or insecurities
They have a lack of information or don’t understand something fully
They know they don’t want whatever it is that you are selling
We are all created equal - do not put your prospective clients on a pedestal!
If you were to implement one, or all, of these three strategies, you are sure to be in a much more informed position when it comes to understanding whether your prospective clients want to work with you or not. And, I’m sure you’ll agree, knowing is so much better than not knowing, even if it’s a “no”. So, go ahead, have some fun qualifying your clients in or out, and in doing so, free up some headspace to work with those ideal clients who really are a great fit.
Good luck! And, above all, enjoy the process.
Vicki Messenger helps empower aspiring and early-stage female founders to confidently create, launch and grow purpose-driven businesses in harmony with their ideal lifestyles. You can find out more about how Vicki can support you, along with further articles and heaps of complimentary resources at: www.vickimessenger.com.
You can also find heaps of insight and inspiration by grabbing a FREE copy of her e-book: ‘“What I wish I knew…” - Pearls of Wisdom from 10 Incredible Women in Business’ right here.
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