Paul Castain's Blog

What To Do When Your Prospect Goes Silent

Posted November 5, 2018

There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear;

Never to be heard from again!

So what do you do when a prospect goes silent?

Are They Worth Pursuing?

When people play “hard to get” our inner competitor goes into overdrive to get (what appears to be) something we can’t have when;

Perhaps it ISN’T something worth having.

You get to judge too . . . Don’t ever forget that!

Benefit Of The Doubt

Maybe they aren’t giving you the old blow off. Something legit could have come up.

If you had something major going on at work or in your personal life, would you really give a sh*t about calling a rep back, at that moment in time?

Stimulus/Response and The Cat and Mouse Vibe

Sometimes we create a really bad stimulus/response situation by continually calling and emailing.

The stimulus being the call or the email and the response being the blow off.

Next thing you know it becomes this “cat and mouse” thing where your prospect is evading you. In some cases its because they feel bad for all the other messages they’ve blown off;

In other cases its their ego protecting them from having to acknowledge that they didn’t do something on their end or who knows;

Maybe it has something to do with the fact they were still wetting the bed at 7. Who knows what makes these people tick?

Use A “Pattern Interrupt” To Break The Silence

We use “pattern interrupts” to break the pattern or in this case draw the silent prospect out.

In other words . . .

Do something different!

For starters, how about using your creativity?

In what ways can you use your creativity to draw a silent prospect out?

When I worked in the building services industry we used to fill an imprinted mug with candy, wrap it up in that colorful Easter basket plastic and drop in on our “fence sitters” as we called them.

Try the embedded email tactic.

I don’t recommend this next unless your prospect has a great sense of humor.

Send a funny gif like this one I sent via LinkedIn.

Here are 10 more creative ideas. (Note: These are prospecting ideas that can easily be used to draw out a prospect that has gone silent)

What Can You Do In The Future To Reduce The Probability Of This Happening Again?

You’ve heard the one about insanity being defined as doing the same things, over and over again and expecting different results.

Perhaps you’re doing something (or not doing something) in your sales process that makes it easier for your prospect to disappear?

I’m going to be sharing over 25 ways to keep your deals moving forward during our How To Expedite Your Deals BEFORE Year End webinar.

It takes place This Thursday, November 8th, at 11:30 am EST and the good news is that I’ll send you the webinar replay if you can’t join us live.

Have you signed up yet?

No? Well that sucks because;

Here’s what you’re about to miss;

  • How To Get In Front Of Prospects With A Higher Degree of Urgency
  • How To Get Access To ALL Of The Stakeholders Without Offending Your Contact.
  • 1 Thing You Can Do To IMMEDIATELY Stand Out In A Competitive Deal
  • How To IMMEDIATELY Take Control (Without Being Manipulative)
  • The 5 Types Of Questions That Propel The Sale Forward
  • What To Say/Do When Your Prospect Wants To Take 3 Bids.
  • 1 Dozen Ways To Expedite Your Deals.
  • 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
  • How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing!

At The End Of The Webinar, You’ll Have A Powerful Framework to Outfox, Outmaneuver, and Outsell your competitors!


This Thursday, November 8th at 11:30 am EST.

Can’t make it on Thursday, November 8th at 11:30 am EST?

Sign up anyway and I’ll send you the webinar replay later that afternoon. View it at a more convenient time! And yes, I’ll send you the templates and bonus PDF listed below.

Here’s What You’ll Get . . .

(1) 90 Minute Webinar Packed With Actionable Tips.


Webinar Replay (Sent Later That Day)

2 Templates That Have Been Working Like A Charm For Me

Bonus PDF

What’s The Investment?


Please CLICK HERE to reserve your spot!



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