Want to rebook a demo with a prospect ghosting you? Try using those 3 SDR email templates.
Turn ghosts into demos.
Read time: 3 min 27 sec.
Today, I’m going to show you how you can rebook demos with prospects ghosting you with 3 email templates you can start using today.
With those 3 templates, you will turn ghosts into demos (or at least get replies).
I’ve been a top SDR at 4 startups. I still get prospects ghosting me at Chili Piper and for the podcast. In October, one of my SDRs booked 5 meetings and got 3 no-shows. Right now, with the current market, outbound is harder than ever. If you get more no-shows or prospects ghosting you. You’re not alone.
Before we talk about how you can use those templates.
Ask yourself: “Did I do everything to prevent my prospects from ghosting me?”. If not, read this newsletter I wrote a few weeks ago, about: 6 tips for preventing no-shows with your prospects.
The common mistakes I see with SDRs when they try to rebook a demo when a prospect ghosts them:
Blame their prospects
“Just following up”
“Do you still want … ?”
“Are you still interested in … ?”
Mention their previous attempts
Let’s see a different way to engage with your prospects.
Let’s go:
3 email templates to use when a prospect ghosts you
I start using those emails when I was an SDR and still use them with my team.
Now, we have a cadence called: Ghosted, with a 70-90% open rate and a 40-50% reply rate. Those emails work because you take responsibility for why they ghosted you.
“Yeah but Elric, that’s not my fault”.
Drop your ego here. Then start thinking about what you did wrong and what you can improve. Because people have their own reasons. So blaming them can backfire and they won’t reply.
Those 3 emails work if you know what they want to achieve or want to solve because you can leverage that in our outreach.
Here are the 3 templates you can use if a prospect ghosts you:
Email 1: Fall on your sword (from Becc Holland)
The first email you can use right after a prospect no shows your demo.
Why does this one work?
You take 100% ownership of why your prospects ghosted you
Leverage what you know they want to solve
The template
“Hi {{First name}}, sorry I missed you on the call earlier, just want to make sure I didn’t mess up.
Last time we talked, you mentioned you wanted to talk about {{Problem X, Y, and Z}}. So I just want to make sure I didn’t drop the ball.
Either way, I appreciate you scheduling the call with us, I hope all is well.”
Example
“Hi Nicolas, sorry I missed you on the call earlier, just want to make sure I didn’t mess up.
Last time we talked, you mentioned you wanted to talk about reducing your sales cycle lenght. So I just want to make sure I didn’t drop the ball.
Either way, I appreciate you scheduling the call with us, I hope all is well.”
Email 2: The No-Oriented Question (From Chris Voss)
If you don’t get a reply with email #1.
Try this one.
It triggers the safety of saying “no”.
People are twice as likely to take an action to avoid a loss than they are to accomplish a gain.
Loss aversion drives action more than the desire for gain.
Template
“{{First name}}, have you given up on {{What they want to achieve}}? Not a problem at all if you want to put this on ice for a bit.”
An example
And the reply
Email 3: Fall on your sword + funny (from Josh Braun)
You tried email 1 and 2. Still don’t get a reply?
Try this last one.
Why does this one work?
You take the blame
Leverage what you know they want to solve
It’s funny. “Don't trust people with receding hairlines?” can be replaced by something else.
Template
Lisa, please accept my apology. It looks like somewhere along the way I did a poor job of explaining {{Your company can help your prospects or solve problem X}}.
My intent isn’t to move anything forward. Just wondering if you’d be open to sharing some feedback so I could better address your needs in the future. Timing off, money, don't trust people with receding hairlines? Am I off base here?
Okay, hopefully that wasn’t too painful. Thanks for reading. Either way, thanks for telling me about {{something speicific about your conversation with your prospect}}.
Have an awesome week.
Elric
Example
Prospects ghosting me will happen all the time, and I can’t change that.
So I look at this as an opportunity to improve my process.
Also, you can use those emails via Linkedin or on the phone.
When you switch your mindset to what you can change instead of trying to blame them. You’ll get more replies and demos.
If this week, you get a no-show or a prospect ghosting you.
Try them, and let me know how it goes.
✌️
New Podcast: #4 From SDR to AE: 3 tips, cold calls openers, SDR mindset, add your personality to your outreach and take 100% responsibility for your tech sales career - Jan Mundorf, Account Executive at Pleo
In this episode, I talk with Jan Mundorf Account Executive at Pleo, and Chili Piper advisor.
Jan recently moved to an AE role after being an SDR and SDR team lead.
We talk about his 3 tips to be promoted as an AE, his cold call opener, adding your personality to your outreach, learning about a new buying persona: CFOs, SDR mindset, and taking 100% responsibility for your tech sales career.
That's all for this Sunday. I hope you find these 3 templates helpful.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you next week.
Happy prospecting,
Elric
PS: Here're the 3 last issues if you miss them:
If you want to read the previous ones, you can here.
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