Six Strategies to Handle Being Ghosted by Clients

Increasingly, most of us are experiencing being ghosted. Try as we might, our well-crafted messages and emails are simply being ignored by our clients and contacts.

In the world of B2B and professional services, especially when we are focusing on BD and developing our client relationships, being ghosted by a client can become incredibly frustrating. Ghosting, where a client suddenly stops responding to your communications, can leave you feeling confused and unsure of how to proceed.

Frequently, it is one of the main challenges that my clients are coming to me with, asking for help to regain their client’s attention.

When you find your clients are ghosting you, there are several strategies you can employ to handle this situation effectively and maintain a positive relationship with them.

Understanding the Phenomenon of Ghosting

To overcome the ghosting hurdle, it is worth taking some time to analyze why your clients may well be ghosting you. After all, ghosting is definitely not a new concept, but it has become more prevalent in recent years. It can happen for various reasons, such as clients feeling overwhelmed, losing interest, or facing changes in their priorities.

Understanding that ghosting is often not a personal slight towards you can help you approach the situation with a clear mind and a strategic plan. After all, some people will ghost you as they are embarrassed that they can no longer continue with the work they had promised you, due to a seismic shift in their business priorities and rules on external spending.

Strategy 1: Avoid Being a Persistent Pest

One common reaction to being ghosted is to become overly persistent. While it might seem logical to keep reminding the client of your previous communications, this approach can backfire. Constantly nagging or bombarding the client with messages can place you in the "pest" category, making them less likely to respond positively. Instead, limit your follow-ups to one or two reminders, ensuring they are polite and respectful.

Strategy 2: Rearticulate the Value

If you haven't received a response, it might be time to rearticulate the value of your offering. Clearly communicate the benefits and importance of your proposal. For instance, if there is a timeline or a pressing issue that your service addresses, highlight this in your communication. A gentle reminder of the value you bring can prompt the client to reconsider and respond.

Strategy 3: Change the Conversation

Sometimes, clients may not respond because the current topic of discussion doesn't resonate with them. In such cases, changing the conversation can be an effective tactic. Share relevant industry reports, third-party intelligence, or updates on market changes that might interest them. This approach not only provides value but also shows that you are attentive to their needs and interests.

Strategy 4: Offer an Olive Branch

Clients may ghost you because they feel embarrassed or unsure about how to decline your offer. To address this, offer them an easy way out. Send a message acknowledging that circumstances may have changed and that it's okay if they no longer need your services. This approach can relieve their discomfort and encourage them to respond honestly, even if it's a "no."

Strategy 5: Be Empathetic and Understanding

Empathy plays a crucial role in client relations. Show understanding and patience when dealing with ghosting. Acknowledge that the client might be facing challenges or uncertainties. By being empathetic, you build trust and demonstrate that you value the client beyond just the business transaction.

Strategy 6: Follow Up with a Personal Touch

A personal touch can make a significant difference. Instead of generic follow-ups, tailor your messages to the client's specific situation. Mention previous conversations, express genuine interest in their well-being, and offer assistance beyond the immediate business context. This personalized approach can rekindle the client's interest and prompt a response.

Conclusion: Turning being Ghosted into an Opportunity

While being ghosted by a client is undoubtedly frustrating, it also presents an opportunity to refine your communication strategies and strengthen client relationships. By avoiding persistent pestering, rearticulating value, changing the conversation, offering an olive branch, showing empathy, and adding a personal touch, you can effectively navigate the challenges of ghosting. These strategies not only increase the likelihood of a response but also enhance your reputation as a considerate and professional business partner.

Remember, the key to handling ghosting lies in maintaining a positive and proactive attitude. By implementing these strategies, you can turn a potentially negative experience into a chance for growth and improved client relations.