A new producer asked Beyond Insurance, “What do I do when a prospect seems interested, then vanishes into thin air after I send them my info?”
Oh, you mean them ghosting you? Yeah, we’ve all been there.
One minute you’re vibing on a amazing discovery call… next minute? Crickets. Nada. Let me tell you exactly what happened:
You gave away your leverage for free.
When you give away your specs, your process, your insights—without getting ANYTHING like a signed action plan, an IQRM, or a second meeting in return—you’re basically handing out hundred-dollar bills for free. And once your value is gone? So is your prospect.
Understand This: Sales = Leverage
Prospects have the upper hand. More options. More alternatives.
They can choose your competitor. Or worse… do nothing.
So how do you flip the power dynamic?
Leverage.
Your process, your expertise, your time—it all has value. But it only works if it’s part of a trade. If you just give it away, they’ll take it and ghost you.
Here’s What a Real Sales Process Looks Like:
- Discovery Calls = Value Creation
Ask questions that make them say, “No one’s ever asked me that before.” - Meet All Decision Makers
If they won’t let you talk to the boss, they’re not serious. - Present In Person
Proposals are for meetings, not inboxes. - Check for Engagement
If they’re not showing up and leaning in, they’re not ready.
Every step must involve a give-and-take. That’s how you build commitment. Psychologists call it the investment effect—the more effort they put in, the more they value YOU.
Final Word? Power = Options
You want to stop ghosting? Then build a full pipeline. Because when you’ve got options, you’re not desperate.
If a prospect won’t follow your process? NEXT.
Ghosting happens when you give without asking. So flip the script.
Make them invest.
Make them engage.
Make it a relationship—not a freebie.