When They Disappear: How to Respond When You're Ghosted in Business
We’ve all been there: the silent inbox, the unreturned message, the conversation that just… ends. Ghosting, in a sales or professional setting, can leave you feeling confused, anxious, and wondering what you did wrong.
Let’s reframe it. Because you didn’t do anything wrong. But there is something you can do next.
At Prequal, we believe that effective sales is about the exchange of value, built on authentic relationships. Ghosting doesn’t mean a relationship is lost—it means it needs a different kind of care.
Here’s how we recommend navigating the void with professionalism, grace, and a plan:
1. Evaluate the Ask
Not all ghosts are created equal. Were you following up on a formal proposal? Or just hoping to grab coffee? Match your follow-up tone and frequency to the weight of the original ask. Context is everything.
2. Set Clear Expectations
Send a message that’s clear, respectful, and leaves the door open. Try something like:
“Hey, I haven’t heard back from you—I'd still love to connect. If I don’t hear from you by the end of the month, I’ll plan to follow up again next month.”
You’re not being pushy. You’re being consistent and kind.
3. Switch Up the Medium
If an email isn’t landing, try a different channel. Text, phone call, even an in-person pop-by if appropriate. People have preferences—and limitations. Poor Wi-Fi, email fatigue, and packed schedules are real.
4. Lead with Empathy
Ghosting rarely means “no.” More often, it means “not now.” Assume people are overwhelmed, not uninterested. Extend grace. It shows integrity—and that’s the kind of brand memory that sticks.
5. Know When to Pause
If you’ve followed up with intention and warmth—and the silence continues—take a breath. Move on, respectfully. Let them come back when they’re ready. You’ve made your value known.
6. Leave the Door Open
Stay visible. Stay helpful. They know where to find you. Sometimes, the follow-up that matters most is the one you send later—after space has allowed clarity.
Sales is not a sprint. It's a conversation. And conversations require listening, patience, and persistence—in equal measure.
So when ghosting happens (and it will), don’t take it personally. Take it as a cue to pivot your approach, ground yourself in value, and stay rooted in authentic connection.
Because at Prequal, we’re not in the business of chasing people down. We’re in the business of building relationships that are too good to ignore.