E133: Trade Sales Leadership — How to Win Back Ghosted Customers and Keep the Sales Cycle: Sales, Leadership, Trade

In this episode of the Stronger Sales Teams podcast, Ben Wright tackles the common challenge of prospects going silent during the sales process. He shares practical strategies to break the cycle of ghosting, reminding listeners of the importance of resilience and persistence in sales. With over 20 unique methods, Ben explains how to recapture attention through varied call times, social media engagement, and personalised outreach. This episode equips sales professionals with both tactical tools and broader business strategies to enhance client relationships and drive success.Key Takeaways:Apply a mix of approaches such as SMS, video calls, and social media outreach to break away from standard communication patterns and re-establish contact with prospects.Send tailored emails, provide solutions to issues outside the immediate sales discussion, or organise mutual introductions to restore dialogue.Draw on senior-level conversations or have a senior colleague conduct quality check calls to rekindle a prospect’s interest.Use a carefully timed breakup message to prompt a reply, ensuring it reflects genuine intent if communication is to cease, thereby preserving credibility.Offer small but thoughtful gifts or handwritten notes of thanks to strengthen relationships and show authentic appreciation.Time Stamps:0:00 Intro1:17 Getting Ghosted6:33 Contact Customers Different Times During The Day7:24 Sending a SMS with Your Name8:29 SMS with Video10:00 Call for Quality Check12:05 Social Media Outreach12:55 Mutual Introduction14:06 Solving A Unrelated Problem for the Customer15:03 Sending Gift16:35 Posting17:25 Inviting Customers To Events17:45 Tagging Customers on Social Media Posts18:06 Getting Across a Case Study18:32 Setting Up What the Customer Wants19:08 Recap20:55 Health and Fitness Tip21:52 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.