You nailed the discovery call. The demo went perfectly. You sent over the pricing as requested, and then... nothing. No replies, no declined calls, just absolute silence.

Sales ghosting isn't just annoying; it kills forecasts. Before you send another "just checking in" email, you need to figure out what went wrong. Usually, prospects go dark for one of five specific reasons:

1. They were never the decision-maker. You spent weeks selling to someone with no actual purchasing power. They can't approve anything, and they're too embarrassed to admit they don't have the authority.
2. Fear of conflict. Most people dislike delivering bad news. If they went with a competitor or decided against your solution, ignoring you feels simpler than sending a rejection email.
3. Internal chaos. Their priorities shifted. That project you discussed might now be low on their list, buried under a pile of other urgent issues.
4. You overloaded them. Sending a ten-page proposal with multiple PDF attachments makes your material feel like a chore. If reviewing it seems like too much work, they'll just put it off.
5. Your key contact is gone. This happens frequently. The person you were talking to quit, was fired, or moved departments. The deal itself isn't dead; your connection is.

You can’t force someone to reply, but you can make it much harder for them to ignore you. Here are ten ways to maintain engagement and prevent the fade-out.

1. Set an "Upfront Contract."
   Try this technique from the Sandler Sales Methodology. At the start of every meeting, agree on what will happen next. For example, "If this isn't a fit, are you comfortable telling me 'no' at the end of this call?" This permission to decline upfront can prevent them from going silent later.

2. Stop "Checking In."
   "Just checking in" offers no real value. It often just tells the prospect, "I'm still waiting for your money." Instead, send something genuinely useful: a relevant industry article, a piece of competitor news, or a specific insight that helps them with their work.

3. Go Multi-Threaded.
   Never rely on one contact. Engage with 3-4 people at the company. If your main contact ghosts, you have other avenues to ask, "Hey, I haven't heard from Sarah, is this project still a priority?"

4. Use the "Buried" Subject Line.
   If weeks have passed, send a single-line email with a subject like: "Have you given up on this project?" This leverages the psychological urge to correct a false assumption, a technique popularized by negotiator Chris Voss.

5. Send a Video Note.
   It’s harder to ghost a human than a block of text. A 30-second Loom or Vidyard video recap adds a personal face to the name and shows effort.

6. Switch Channels.
   If they ignore emails, try a phone call. If they ignore calls, try a text (if you have that relationship) or a LinkedIn voice note.

7. Simplify the Ask.
   Don't ask for a meeting time. Ask a yes/no question. "Are we still aiming for a Q3 launch?" requires less mental energy to answer than "When can we connect next week?"

8. Monitor Job Changes.
   Sometimes silence means they left. Use a tool like Flux.report to track your contact list. If your prospect moves to a new company, that’s a new opportunity. If they get promoted, they might have more budget. Knowing when they move lets you congratulate them immediately rather than shouting into the void of a deactivated email address.

9. Social Selling.
   Engage with their content on LinkedIn. A thoughtful comment on their post keeps you top-of-mind without the pressure of a direct sales ask.

10. The Breakup Email.
    When all else fails, try taking the deal off the table. Send something like: "Since I haven't heard back, I'll assume this isn't a priority right now and will close your file on my end." This often triggers a quick response: "No, wait, don't close it! I've just been busy!"

Ghosting is a symptom, not the root problem. By recognizing the early signs and using smart engagement strategies—especially keeping tabs on your key contacts—you can keep your pipeline healthy.