Getting “ghosted” by prospects is frustrating. You leave a voicemail, send a follow-up email, and then—silence. No callbacks, no replies, no closure. For sales professionals in Austin, this experience can be disheartening and costly. But it doesn’t have to be that way.
In sales, ghosting happens when a prospect suddenly cuts off communication without explanation. It’s borrowed from the dating world, but it’s all too real in business development. The good news is there are proven ways to reduce ghosting and improve your chances of getting a response.
Why Prospects Ghost Salespeople
Silence often isn’t personal. Sometimes prospects are overwhelmed, unsure of how to say no, or simply avoiding uncomfortable conversations. The key is learning how to shift the dynamic so they feel safe responding—whether the answer is yes or no.
4 Proven Strategies to Reduce Ghosting
1. Make It Okay to Say No
Salespeople often unintentionally pressure prospects into avoiding them. Let them know upfront that “no” is a perfectly acceptable answer. By removing fear of confrontation, you increase the chances of getting some response instead of silence.
2. Understand Preferred Communication Channels
Some prospects respond faster to text, others to email, and some still prefer a phone call. Ask early which communication method works best for them and stick to it. Matching their preference raises your odds of hearing back.
3. Schedule the Next Step Before Ending the Call
Don’t leave the timeline open-ended. Book a specific follow-up on the calendar. Prospects are far less likely to ghost when there’s already a mutually agreed-upon time to reconnect.
4. Be Persistent—but Respectful
Let your prospects know you’re excellent at following up, but also make it clear they can stop the process at any time by simply saying no. This balance of persistence and respect shows professionalism while eliminating unnecessary silence.
Turning Silence Into Sales Success
Ghosting may be common in sales, but it isn’t inevitable. By making it safe for prospects to decline, using their preferred communication channels, scheduling clear follow-ups, and showing respectful persistence, you can dramatically reduce the chances of being ignored.
For sales teams in Austin, TX, mastering these techniques means more conversations, stronger relationships, and more closed deals.
If getting ghosted is a real issue for you and your business, it's time we had a conversation. Click here to sign up for a no-stress phone call with one of our Sandler trainers.
