The book “The Anti-Ghosting Method” brings out the “Holy Grail of Sales” and reveals mistakes to avoid when a prospect contacts you
Let’s picture this situation: you receive many e-mails or messages through your website, but only one or two accept to schedule a call, and even fewer decide to hire you. Does this situation sound familiar to you? To help entrepreneurs grow their business and maximize their income, Muriel Saldalamacchia, ranked among the world’s top 20 luxury planners, has published the book “The Anti-Ghosting Method.”
“While expanding my business, I had the opportunity to work on other continents, with different cultures, by becoming a conference speaker. And you know what? The mistakes we tend to make with the prospects who contact us are exactly the same whether we are American, European, Indian, or Emirati entrepreneurs”, says Muriel Saldalamacchia.
After writing a white paper about the theme in 2014 that has been downloaded by 6,681 wedding industry professionals, Muriel Saldalamacchia decided to go deeper and turn it into a book. “If you apply these methods, you will be guaranteed to radically change your future as an entrepreneur,” she guarantees.
Five most common mistakes that lead to business ghosting
Here are the most common mistakes that entrepreneurs make and tips to overcome them:
- Failing to respond within four hours of the initial contact
How would you feel if you went to a boutique trying to shop for an item and the salesperson only answered after twenty-five minutes had passed? Ok, we know that after some minutes you’d have left the store. But that’s the same feeling as when you send an e-mail or a message and only receive your reply 24, 36, or even 72 hours after having taken the time to contact.
“By answering within four hours of receipt positions you as an authority in sales relations. By answering within two hours of receipt is to put yourself in pole position in the mind of your prospect”, tells Muriel Saldalamacchia.
- Making assumptions about the inquiry and ignore the prospect
It is common to receive requests that do not rock your boat. Sometimes, clients just don’t know what they want or simply don’t know how to communicate or ask pertinent questions.
Muriel Saldalamacchia’s recommendations are never to make any assumptions based on the initial e-mail communication. “By doing so, you would lose some nice deals and give them away directly to your competitors,” she alerts. The tip is to work on a reply that indicates that you are eager to start a discussion to learn more about them.
- Send a standard quote or your rates in the first message
Every time you receive an inquiry, you just send out your prices and hope that your client will buy your services right away? Sorry to disappoint, but if you can’t possibly pretend to offer tailor-made services and then send a standard price list without having carried out thorough due diligence of your client’s personal needs and expectations.
“It’s impossible to pitch your rates correctly simply by sending them out. Once you do that, it becomes literally impossible to sell. You need a justification when sending out a fee, a rate, an offer, a quote. It would be commercially speaking suicidal to take away the one opportunity you have to justify your worth. When you provide a price, you need to discuss it, to pitch it, to explain it”, states Muriel Saldalamacchia.
- Not suggesting a phone call or video chat
During the pandemic, most people got used to video chats and calls. And they are an essential way to become closer to your prospect.
“A phone call is the only way to evaluate the genuineness and motivation of your prospect. If they don’t accept that phone call, they’re simply not worth your time. They need to send you that one last strong buying signal before you can be sure that it’s worth your while pursuing it”, explains Muriel Saldalamacchia.
- Failing to follow-up
Ok, you’ve already spent time, energy, and money on client acquisition, and you’ve got no answer from them? The follow-up is a crucial step, especially during the pandemic.
“I would say that following-up had never been so important. Bear in mind those leads decided to reach out to you during the pandemic. Today, nobody – I insist – nobody can say being surprised by the pandemic. So pandemic excuse is no valid anymore. My advice is clear: embrace the culture and method of following up, the exact one I present in my book. Before the pandemic, not following up was nonsense. Now, since the pandemic, no following-up is an absolute no-no”, concludes Muriel Saldalamacchia.
About the author:
Ranked among the world’s Top 20 Luxury Planners, Muriel Saldalamacchia is an internationally acclaimed wedding planner who provides an unsurpassed guest experience to a discerning clientele in search of excellence. Muriel leveraged her experience while running two successful businesses and working alongside other wedding planners.
The Muriel Saldalamacchia brand also offers professional training courses, effective masterclasses, and technical workshops.
About the book
How do you feel when you are being completely ghosted — ignored — by a prospect, a customer, a professional who previously engaged with you and showed interest in what you have to offer? In this book, Muriel Saldalamacchia offers The Holy Grail of sales, a hands-on training guide to help you master the art and skill of the follow-up. By exploring the most common mistakes that entrepreneurs make, it provides an effective a step-by-step method to boost your clients’ acquisition process. The book also offers insightful technical tips on the anti-ghosting method that never fails, using a pleasant tone and approach.
The Anti-Ghosting Method: 10 mistakes to avoid making when a prospect contacts you
Author: Muriel Saldalamacchia