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Let’s face it, there’s nothing more frustrating than being ghosted by a prospect. One moment, they’re engaged, asking questions, and showing interest.
The next? Radio silence.
No replies, no callbacks, no updates.
It’s like they’ve vanished into thin air.
But here’s the thing -- ghosting doesn’t happen out of nowhere.
It’s not random, and it’s not just “part of the game.”
It’s a symptom of something deeper: a trust vacuum.
A trust vacuum occurs when there’s a gap between what your prospect feels and what they need to feel safe moving forward.
Somewhere along the way, they didn’t feel fully understood, or they sensed even the slightest hint of pressure.
And instead of telling you outright, they chose the path of least resistance: disappearing.
So, how do you prevent this from happening?
How do you create an environment where prospects feel safe enough to stay engaged, even if they’re not ready to make a decision yet?
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Eliminate the Pressure Early
Most prospects ghost because they feel pressured, even if it’s subtle.
It might be the tone of your questions, the way you frame your offer, or even your follow-up approach.
This shifts the focus from your agenda to theirs, creating a sense of safety.
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Focus on Clarity, Not Closing
Ghosting often happens when prospects feel overwhelmed or confused.
They’re unsure about the next steps, the value of your solution, or even their own priorities.
Your job isn’t to close them, it’s to help them gain clarity.
Ask questions like, “What would make this decision easier for you?” or “What’s the most important thing you need to feel confident about moving forward?”.
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Create a No-Pressure Exit
Ironically, giving your prospects an easy way out can keep them engaged.
Let them know it’s okay to say no.
This removes the fear of disappointing you, which often leads to ghosting.
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Build Micro-Commitments
Instead of pushing for a big decision, focus on small, low-pressure commitments.
These micro-commitments keep the conversation alive without overwhelming them.
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Be the Trusted Authority, Not the “Sales Person”
The ultimate antidote to ghosting is trust.
When your prospects see you as someone who genuinely cares about their best interests, they’re far less likely to disappear.
Focus on understanding their world, their challenges, and their goals.
Show them that your priority isn’t the sale, it’s their success.
Ghosting isn’t a dead end.
It’s a signal that something needs to change in the way you’re building trust and creating safety.
When you address the trust vacuum, you’ll find that your prospects don’t just stay engaged, they’ll actually look forward to hearing from you.
Related: Stop Pitching, Start Listening: The Secret to Winning More Clients
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.