Why leads ghost you (and how to stop it)
Welcome to the Dojo!
Before we dive into entrepreneurship, let’s take a moment to reflect on Martin Luther King’s legacy—and remember that it wasn’t built on a dream alone. It was built on service.
Dr. King famously said:
“Life’s most persistent and urgent question is: What are you doing for others?”
A commitment to serving others can take many forms: supporting a cause, building a venture that creates value for others, mentoring, or simply showing up for your community.
Different paths.
Same commitment.
Today is a good reminder to honor Dr. King’s memory by thinking of how we can be of greater service to others throughout the year.
On the Mat
- Let’s Train: Cracking the Ghosting Code: Why Clients Ignore You (and How to Fix It)
- Ask Feras: Follow-Up or Nagging?
- Sharpen The Blade: Livestream this Tuesday - Join me live (or send me your questions)
Let's Train
Cracking the Ghosting Code: Why Clients Ignore You (and How to Fix It)
You’ve sent the proposals. You’ve followed up—politely, strategically, repeatedly.
And still… silence.
That kind of ghosting hits hard. Even experienced consultants start wondering if they’re cut out for business development. But here’s the truth: your problem isn’t the market. It’s that you’re hiding behind a keyboard, acting like a robot.
This week, we’re breaking that cycle. It’s time to move from technical spammer to trusted solution provider.
1️⃣ Why prospects ghost (and how to stop triggering it)
Most consultants over-explain the how (the “black box”) and ignore the why that clients actually care about: profit, cost, and peace of mind.
2️⃣ The psychology of “follow-up fatigue”
When your outreach feels disconnected or overly technical, people tune out. The fix? Talk less about what you do and more about what they need.
3️⃣ How to re-humanize outreach
Forget automation. Start with your warm network, send real messages, and add value with every touchpoint.
4️⃣ The mindset shift that turns silence into dialogue
Stop waiting for direction like an employee. Start hunting for problems to solve like an owner.
I’ll be covering this topic in detail on Tuesday, join me live or send me your questions.
Ask Feras Recap
Follow-Up or Nagging?
🔥 The Challenge
During a recent webinar, I was talking about the importance of follow-up in sales when one attendee asked a great question:
“But isn’t that just… nagging?”
🛠️ What I Told Them
Fair question.
There’s a huge difference between being obnoxious and being intentional in your follow-up.
Nagging is when you text late at night, call and email every day, or chase without purpose. That’s pressure. A thoughtful follow-up is different.
Here’s what that looks like:
- You follow up with whatever you promised — a case study, an example, a resource.
- You add value in every touchpoint.
- You share something meaningful — an industry insight, a piece of competitive research, or a relevant trend.
Different sales studies show that in B2B, it takes 5 to 12 follow-ups to close a deal.
Most consultants quit after one or two.
The pros don’t nag. They nurture.
Sharpen Your Blade
If you’ve been ghosted—or feel invisible even with great offers—join me live this Tuesday at 12 pacific/3pm eastern and let’s crack the ghosting code together and make 2026 the year clients actually reply.
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