It’s one of the most frustrating feelings in sales, that moment when a once-promising prospect suddenly stops responding. Your emails go unanswered. Your calls go to voicemail. You’re left staring at your inbox, wondering what went wrong.
If this sounds familiar, you’re not alone. “Ghosting” happens to even the best salespeople. But here’s the good news… with the right approach, many of those lost prospects can be won back. At KONA Training, we work with sales teams every day to turn radio silence into re-engagement, and even closed deals.
So, let’s talk about how to breathe life back into those conversations that have gone cold.
First, Don’t Take It Personally
When a prospect ghosts you, it’s easy to assume the worst: they’ve gone with a competitor, they didn’t like your pitch, or you somehow blew it. But in reality, it’s rarely that personal.
People get busy. Priorities shift. Projects get delayed. Sometimes, your prospect fully intends to respond – but your email gets buried under 200 others.
At KONA Training, we remind salespeople to approach ghosted leads with empathy, not ego. The key is to understand before you react. Step back, take a breath, and re-engage strategically rather than emotionally.
Reconnect with Value, Not Desperation
When following up, resist the urge to send the classic “Just checking in” email. Those three words might as well say, “I’m desperate for a reply.” Instead, focus on value.
For example:
- “Hey Sarah, I came across a case study that reminded me of your team’s project goals. Thought you might find it useful.”
- “Hi James, since we last spoke, we’ve seen a few clients in your industry get great results from this approach – happy to share some insights if you’re still exploring options.”
See the difference? You’re not chasing. You’re helping. At KONA Training, we teach salespeople to become trusted advisors, not pushy pursuers. That shift in tone can be the difference between being ignored and being re-engaged.
Try a Multi-Channel Approach
If you’ve only been emailing, it’s time to mix things up. Different people respond to different channels.
Give them a quick phone call. Send a LinkedIn message. If appropriate, mail a handwritten note or small reminder of your last meeting. Sometimes, a simple change in communication method is enough to jog their memory, and their interest.
Revisit Their Pain Points
Remember why they reached out in the first place. Prospects ghost when they no longer feel urgency, or when your solution no longer seems relevant. To bring them back, you need to reignite that original spark.
Ask yourself:
- Has anything changed in their business since you last spoke?
- Can you tie your solution to a new challenge they’re likely facing?
For example: - “Hey Alex, when we last chatted, you mentioned your team was struggling with lead follow-up. We’ve recently developed a strategy that’s been helping teams like yours boost response rates by 40%. Would you like to hear how it works?”
That’s the kind of message that grabs attention – because it speaks directly to their world, not yours. And that’s exactly what KONA Training helps salespeople master: crafting conversations that cut through the noise and hit the heart of the prospect’s problem.
Know When to Let Go and When to Circle Back
Not every ghosted prospect can (or should) be revived immediately. But that doesn’t mean they’re gone forever.
At KONA Training, we encourage teams to create “long-term nurture lists” – prospects who aren’t ready now but might be down the track. Stay in touch in a light, value-driven way: send helpful resources, congratulate them on company milestones, or drop them a note when relevant.
Often, those quiet, consistent touches turn into re-engagement months later – and you’ll be the first one they call because you stayed professional, patient, and persistent.
Review What Went Wrong
Sometimes, ghosting is a symptom of something deeper – maybe your follow-up process isn’t consistent, your discovery questions weren’t strong enough, or your proposal didn’t clearly tie to their goals.
At KONA Training, we help salespeople dig into these patterns. By reviewing how and why communication dropped off, you can adjust your approach for future prospects. Maybe you need to build stronger emotional connection early on, or maybe your follow-ups need clearer next steps.
The best salespeople aren’t those who never get ghosted, they’re the ones who learn from it.
Being ghosted doesn’t mean the deal is dead, it just means the conversation has paused. With patience, empathy, and a smart, value-driven strategy, you can reignite interest and turn silence into success.
If your team is struggling to re-engage lost prospects or needs help building stronger follow-up habits, KONA Training can help. Our tailored Sales Training programs teach practical strategies to win back attention, rebuild relationships, and close more deals.
Don’t let great opportunities slip away. Contact KONA Training today and learn how to turn ghosted leads into loyal customers.
Call 1300 611 288 or Email info@kona.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
