Your best leads sometimes go dark.
They were interested. They asked good questions.
Then… nothing.
You call/text/email saying “just following up to see if you want to move forward,” but get no response.
Try this question instead:
“Have you given up on this?”
It works surprisingly well because it flips the script. Instead of you chasing them, they have to defend their position.
I learned this from Chris Voss’s best-selling negotiating book, Never Split the Difference.
Recruiting: “Hey Joey, have you given up on wanting to work with us? Last time we talked, you were excited about the growth opportunity.”
Auto repair: “Hi Sarah, have you given up on getting your tires replaced? You mentioned wanting to get it done before your road trip.”
Painting: “Hey Bill, have you given up on painting the office building? Last we talked, you wanted it finished before the tenant moved in.”
Turf: “Hey Jose, have you given up on the putting green? You seemed excited about having it done this summer.”
The magic happens in what they say next.
- ✅ No, we’re still interested. Can you talk later today?
- ❌ Yes, we decided to wait until next year
- 👻 Continue to ghost you
Re-engagement means you can address their actual concern instead of guessing.
Closure means you stop wasting time and move on.
Ghosting means you can set a due date for next month and try again.
Give it a try today & let me know if it works.
What’s the worst that can happen?
Cheers!
Brian
P.S. Do you want my personal help in growing your franchise business?
I’m opening up 4 spots in June. It’s only for owners serious about growth. Reply here “serious” for details.
