| It works. We have had many sales come in up to a couple years after ghosting. People get busy, initiatives change, management teams change, company gets bought... newbie shows up, gets excited. Anything can happen. You just never know. But, what you can know is your pipe. Build it always, have a simple, honest process for managing who goes through it. What you can also know is people really do buy from who they like too. Those long term, "thought they were gone" sales came in, and many of them cited the news, well wishes and friendly engagement as factors. They remember who took the time to both understand them and treat them like humans. Honest approaches can really help. The sales process is not a bad thing. Letting people know it is OK to navigate it, communicate, etc... means more of them will. Where that happens, your time is spent more efficiently, and that leads to more deals / person. People are where they are. It is actually rare to "drive revenue" without ugly tradeoffs like devaluing the product, or turning people off. In almost every case where revenue is driven this way, one could qualify people better, handle them in an honest way process wise, and a bigger pipe outcome is the same or more revenue wise. |