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Section I: Preventing yourself from getting ghosted
Pre-Meeting
Confirm the calendar invite
Set the placeholder
Create a pre-meeting agenda
Never leave a cancellation without a meeting, always punt the invite
In the discovery call
Upfront contract
Labeling questions “sounds like”
Question behind the question
At the end of a discovery call:
5-minute drill
Use a JEP / align on next next steps
Benign note
Section II: So you got ghosted, what do you do?
Channels
Communications: Call, LinkedIn, send something
Targets: Call other prospects in the deal. Call the front line
Change the voice: Use an exec-to-exec touch
Messaging - Key is pitch-light / pushing away
Did I mess something up?
Did I lose you?
If going above their head
When to give it up?
No bilateral communication within 30 days — it’s done
From there… Charly’s value add / warming drip 1x / month
Go prospect other people. X Company didn’t reject you, just that one person did
Keep reminders on for new hires/events at the company
Danger zone tactics
Cold invite
Going over their head
Door knocking
Weekly donut
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