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My Leads Keep Ghosting Me—What Am I Doing Wrong?
You just got a new lead. You are excited, ready to help, and you call them immediately. But they don't answer. You call again later—silence. Why do interested prospects suddenly vanish the moment you reach out?
In this episode of Fix My Business, Scott answers a question from Jennifer, whose leads are ghosting her despite her fast response time. Scott reveals why your "speed to lead" might actually be scaring your customers away and introduces a psychological approach to sales that will stop the ghosting.
The Core Problem: The "Pounce" Reflex
When a customer hits "submit" on a lead form, they often feel immediate doubt or fear. When you call them instantly with high energy, you aren't "serving" them—you are accidentally cornering them.
The Solution: Coax the Cat
Scott explains that skeptical buyers are like scared cats. If you run at them, they bolt. If you move slowly, lower your energy, and let them come to you, they will eventually eat out of your hand.
Key Takeaways:
- De-escalate the First Interaction: Stop asking for a phone call in the first email. Instead, ask low-stakes "curiosity" questions to lower their guard (e.g., "Are you just looking or ready to move?").
- The "One Size Fits All" Trap: Why you cannot have a single rigid sales script for every person.
- Segment Your Follow-up: How to separate the "fast movers" from the "scared buyers" so you don't annoy the former or frighten the latter.
- The 7-11 Rule: Why you need 7 to 11 interactions (touches) before a stranger trusts you enough to buy.
- Volume is King: Why ghosting often feels personal, but is actually just a numbers game.
Memorable Quote:
"If you've ever been around a cat or a scared dog, you gotta go in really, really slow. You can't move too fast. And it's the same way with buyers... Oftentimes, our energy, our excitement as sellers, we wanna pounce. But we have to meet them where they are." — Scott ToddMentioned in This Episode:
- Submit Your Question: stuck in the "messy middle" of business? Submit your question at ScottTodd.net/ask to be featured on the show.
View all episodes
By B. Scott ToddYou just got a new lead. You are excited, ready to help, and you call them immediately. But they don't answer. You call again later—silence. Why do interested prospects suddenly vanish the moment you reach out?
In this episode of Fix My Business, Scott answers a question from Jennifer, whose leads are ghosting her despite her fast response time. Scott reveals why your "speed to lead" might actually be scaring your customers away and introduces a psychological approach to sales that will stop the ghosting.
The Core Problem: The "Pounce" Reflex
When a customer hits "submit" on a lead form, they often feel immediate doubt or fear. When you call them instantly with high energy, you aren't "serving" them—you are accidentally cornering them.
The Solution: Coax the Cat
Scott explains that skeptical buyers are like scared cats. If you run at them, they bolt. If you move slowly, lower your energy, and let them come to you, they will eventually eat out of your hand.
Key Takeaways:
- De-escalate the First Interaction: Stop asking for a phone call in the first email. Instead, ask low-stakes "curiosity" questions to lower their guard (e.g., "Are you just looking or ready to move?").
- The "One Size Fits All" Trap: Why you cannot have a single rigid sales script for every person.
- Segment Your Follow-up: How to separate the "fast movers" from the "scared buyers" so you don't annoy the former or frighten the latter.
- The 7-11 Rule: Why you need 7 to 11 interactions (touches) before a stranger trusts you enough to buy.
- Volume is King: Why ghosting often feels personal, but is actually just a numbers game.
Memorable Quote:
"If you've ever been around a cat or a scared dog, you gotta go in really, really slow. You can't move too fast. And it's the same way with buyers... Oftentimes, our energy, our excitement as sellers, we wanna pounce. But we have to meet them where they are." — Scott ToddMentioned in This Episode:
- Submit Your Question: stuck in the "messy middle" of business? Submit your question at ScottTodd.net/ask to be featured on the show.