Nobody likes getting ghosted, especially after you’ve had a great call, exchanged emails or maybe even sent a proposal. But ghosting still happens. Sometimes, a prospect simply won’t return your calls or emails, and they offer no explanation. Oftentimes, this lack of response doesn’t mean they’re not interested — it just means life got in the way. Prospects are people just like you. They’re juggling multiple projects and changing priorities. That’s why you shouldn’t give up, according to Diego Mangabeira, a bestselling author, coach and speaker.
He says timely check-ins not only show professionalism and care, but they may surface new decision-makers and keep the momentum alive. In this issue of PromoPro Daily, we share Mangabeira’s best practices for reviving conversations, without sounding needy or transactional.
Don’t follow up too quickly. Mangabeira sees reps make the same mistake: They send a killer first email … and then follow up the next day like a Labrador begging for a treat. He says this doesn’t build trust but creates anxiety. Respect your prospect’s world by giving them time to think about your message.
Include a close (even a soft one). Don’t get stuck in a cycle of endless “circle backs” and “check-ins.” Mangabeira recommends saying something like, “Totally understand if priorities have shifted. If it’s not a fit right now, I’ll close the loop on my side — but happy to revisit when the timing feels better.” He says you might be surprised how often that nudge gets a real response.
Resist the urge to resend your first email. It’s easy to forward your initial message, but that’s not how you get a response. The problem isn’t your inbox, he says. The problem is your message. It’s better to reframe your message by adding a fresh insight or revisiting a core pain point. A subtle shift in tone can be the difference between a deleted message and a booked call, Mangabeira says.
Write an authentic subject line. This is how you can make a strong impression. Mangabeira likes to treat them like a handshake. Don’t write anything click-baity and don’t use anything generic like “Just checking in.” Instead, he likes to write subject lines that are specific, human and curiosity driven.
Include a reminder of your last touchpoint. The person you’re emailing is juggling dozens of conversations and may not remember yours in full detail. That’s why Mangabeira likes to begin his follow-ups with a quick recap of their last exchange. It’s how you stay top-of-mind, without starting from zero.
Keep the body of the email as short as possible. Your email shouldn’t feel like a chore to read. Mangabeira advises following a 3-sentence structure: remind, offer a new resource or perspective and conclude with a CTA. That’s it, he says. No fluffy intro or lengthy pitch.
Include a clear CTA. Don’t end with “let me know.” This puts the burden on the other person, Mangabeira says. Instead, offer a low-friction CTA like, “Does Thursday at 2 PM or Friday at 11 AM work better for a quick call?”
Silence in your inbox doesn’t necessarily mean the prospect isn’t interested. Continue to follow up, keeping it relevant and respectful. With the right approach, you can often re-open conversations and prove you’re worth talking to.
Compiled by Audrey Sellers
Source: Diego Mangabeira is a speaker, coach and bestselling author who contributes to the HubSpot blog. He’s ranked in the top 1% of LinkedIn’s Social Selling Index in sales and marketing services.
