4/26/2024-Buyer comms just STOPPED

No written law states that the buyer must keep communicating with you. So you need to develop as many friends and champions on each account – as fast as possible – to avoid getting thrown to the side.

You think it’s going great with a few buyers on a target account, and then suddenly, you’re drifting in outer space, and you can’t hear yourself scream.

Well, guess what? Your hunch is correct: you’re on the outside looking in! Something changed inside the buyer’s org, and you’re cut off.

It happens…buyers disappear.

BUT, before you settle for the quiet and stillness of outer space, push harder to break through with someone on the account.

You’re paid the big bucks to work the account….so, figure it out.

Call your champion. Call your "main guy." Email your BFF. Text your friend who used to work on the buying team. Send a postcard to the department head. Send a candy gram to the junior buyer.

Are you seeing a pattern here?

If you’re a good ways down the sales cycle with a hot prospect when they go dark, do everything you can to get someone to talk to you. Chip through a brick wall with a plastic spoon if you have to…do NOT give up.

You deserve communication, but unfortunately, there’s no magic bullet.

Push.

Since the beginning of time, buyers have shrugged off sellers like water falls off a duck’s back. They just – poof – disappear.

No written law states that the buyer is obligated to keep communicating with you. When they want to be done, most of the time they’ll just float away. And there’s no official announcement that comes with this decision.

Therefore, the decision to deal with said customers depends entirely on you.

But before it gets to the point of no return, there are a few things to remember about your selling approach that might prevent getting ghosted. Try these on for size:

1. Don’t put all your eggs in one basket. Once you’ve opened an opp, hurry like hell to meet as many people as possible who work on the account.

2. Develop as many champions as you can…again, FAST.

3. Establish a ground rule with your main points of contact that will hopefully encourage them to stay engaged with you. Try the following when the time is right, "You’re not gonna be one of those buyers who just disappears, right? I mean, you’re gonna be as honest and available with me as I am with you…right?"

It’s a sharp approach – and certainly, you should edit it to your taste – but the point is to try and create respect and communication obligation early in the process.

"Hey buyer, CAN’T YA HEAR ME KNOCKING?"

Yesterday it was Pink Floyd’s performance of "Time" to fire you up; today it’s the Stone’s turn to reinforce today’s theme.

Don’t DARE skip any of this magical performance. The sax solo – about a third in – is a masterful and soulful tempo change to this rock anthem.

Savor it and use it as fuel to make one more round of outreach to those who pushed you into space.