This Is a Common, Simple Mistake That Often Leads to Ghosting.
Did you “crush” the meeting only to get ghosted? 👻
Here’s a surprising twist: it might be this simple mistake!
People often take it personally when they’re ghosted. 😞
It’s understandable!
And on top of that, they continue to chase them (aka: “Checking in”) again and again because at one time, they REALLY thought it was a sure thing.
This is SO common and of course—a waste of everyone’s time.
If this is something that happens to you, here’s the good news:
There are many reasons why this happens, but sometimes it’s as simple as missing a TINY but significant step when ending the call. 🤔
Next steps.
Ending a call without a clear agreement on next steps is like painting the outside of your home without applying a protective coat. It’s incomplete and worthless.
EVERY call should end with an understanding about what the next step is—even if it’s not with you.
(Which is okay!)
AND HERE’S THE KEY:
The CUSTOMER must drive these steps, but YOU must ask the questions to uncover them.
✖ Stop trying to lead the customer to next steps.
✔ Instead, ask questions that get them to define next steps and criteria for success.
Agreeing on next steps helps both you and the customer know exactly where you BOTH stand in the process, what the follow-up actions are, and what the deadlines are.
And, it also clarifies whether the customer wants to continue engaging with YOU or not.
This approach will ALWAYS set up your future calls for success because it provides a solid, actionable follow-up plan with the customer doing the driving.
