The Real Ghosting Problem in Sales
We often talk about prospects ghosting salespeople, but let’s flip the script. What happens when the salesperson ghosts the prospect?
Too often, I see sales professionals go above and beyond to secure a meeting. They prepare an impressive pitch, deliver a compelling presentation, and showcase their solution as the only answer to the client’s problem. But the moment the client shows interest and asks for a proposal or next steps, the salesperson vanishes.
- No follow-up. No proposal. No next steps.
- And then they wonder why deals stall.
My Experience: When a Marketer Ghosted Me
A few months ago, a marketing agency reached out, eager to collaborate. The salesperson followed up consistently, booked a meeting, and delivered a fancy presentation, complete with buzzwords, case studies and promises of how they could take my brand to the next level.
I was intrigued. So, I did what any interested prospect would do !!, I asked for a proposal with the commercials and recommendations.
And then?
Silence.
Days turned into weeks. No proposal. No response.
Ironically, they had spent all their energy chasing the meeting but failed to close the loop when it actually mattered.
This isn’t a one-off incident. I’ve seen this pattern repeatedly across industries—salespeople put in the effort upfront, only to disappear when the client needs something concrete to make a decision.
Here are few stats: Salespeople Drop the Ball More Than You Think
- 60% of prospects say they never receive a follow-up after an initial proposal request. (Source: InsideSales)
- Only 25% of salespeople follow up beyond the first attempt. (Source: HubSpot)
- 44% of sales reps give up after one follow-up, while 80% of sales require at least five follow-ups. (Source: Invesp)
- Deals take 26% longer to close when salespeople fail to provide clear next steps post-meeting. (Source: Gartner)
The numbers don’t lie. It’s not always the client who disappears—many times, it’s the salesperson’s own lack of responsiveness that kills the deal.
Let us look at some Techniques to Fix This Sales Killer
Set Expectations Before Ending the Meeting
- Before you close the call, clearly state what happens next.
- “I will send you the proposal by [specific date] and follow up on [specific day]. Does that work for you?”
- This sets a professional standard and ensures accountability.
Send a Meeting Summary & Timeline
- After the meeting, send a quick email: Key discussion points Action items (who’s doing what?) Proposal delivery timeline
- It keeps things structured and prevents confusion.
Deliver on Your Commitments—On Time
- If you promise a proposal by Tuesday, deliver it on Tuesday.
- If there’s a delay, communicate proactively before the client follows up.
- Nothing destroys trust faster than missed deadlines.
Follow Up with Value, Not Just a Proposal
- When sending the proposal, add context: A quick summary of why this solution is ideal for them. An extra case study or insight related to their problem. A personal note based on the conversation.
- This makes your email stand out instead of looking like a generic attachment.
If the Client Ghosts You, Follow Up the Right Way
- Instead of “Just following up,” try: “Did the proposal answer all your questions?” “Have your priorities shifted since we last spoke?” “Would you like to refine anything in the proposal to better match your needs?”
- These questions re-engage the client rather than nag them.
In My View: Sales is a Relationship, Not a Transaction
Great salespeople don’t just win meetings, they win trust.The moment a client asks for a proposal, they’re showing interest. It’s your deal to lose.Ghosting clients after a great meeting isn’t just poor salesmanship, it’s the fastest way to destroy credibility and lose deals to competitors who simply follow through.So the next time you promise a proposal, ask yourself: Am I chasing deals just to fill my pipeline? Or am I closing deals by being the salesperson clients actually trust?
The difference between winning and losing isn’t always in the pitch, sometimes, it’s just in showing up when it matters.