120 (Sell): The Don't Get Ghosted Playbook

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Section I: Preventing yourself from getting ghosted

Pre-Meeting

• Confirm the calendar invite
• Set the placeholder
• Create a pre-meeting agenda
• Never leave a cancellation without a meeting, always punt the invite

In the discovery call

• Upfront contract
• Labeling questions “sounds like”
• Question behind the question

At the end of a discovery call:

• 5-minute drill
• Use a JEP / align on next next steps
• Benign note

Section II: So you got ghosted, what do you do?

Channels

• Communications: Call, LinkedIn, send something
• Targets: Call other prospects in the deal. Call the front line
• Change the voice: Use an exec-to-exec touch

Messaging - Key is pitch-light / pushing away

• Did I mess something up?
• Did I lose you?
• If going above their head

When to give it up?

• No bilateral communication within 30 days — it’s done
• From there… Charly’s value add / warming drip 1x / month
• Go prospect other people. X Company didn’t reject you, just that one person did
• Keep reminders on for new hires/events at the company

Danger zone tactics

• Cold invite
• Going over their head
• Door knocking
• Weekly donut

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