Why They Ghosted After Saying Yes: 5 Sales Call Mistakes Service Pros Don’t Realize They’re Making
—You’ve had the call. You crushed it.
They said all the right things:
“This sounds exactly like what we need.”
“We’ll definitely be in touch.”
“Just need to run it by the team…”
Then… silence. No follow-up. No feedback. No deal.
If you run a service-based business, whether you’re a consultant, coach, creative, or agency owner, even a fitness studio, this scenario probably feels all too familiar.
So why do people say they want your service… and then ghost? Here are the 5 most common reasons, and what you can do about them.
1. They Didn’t Feel the Urgency
Even if your service solves a real problem, if that problem isn’t urgent enough, the sale stalls.
🔍 Think about it: People prioritise pain. If your offer feels like a “nice-to-have” instead of a “must-fix-now,” they’ll delay, and likely forget.
✅ Fix this by: • Highlighting the cost of inaction in your sales conversation. • Using urgency ethically (e.g., limited spots, upcoming deadlines). • Asking, “What happens if this isn’t solved in the next 90 days?”
2. They Weren’t Actually Sold on You
They liked your service. But were they truly confident you were the right person to deliver it? In the service world, people buy you as much as the solution.
🚫 It’s not just credentials, it’s trust, tone, and chemistry.
✅ Fix this by: • Sharing more case studies and client stories to build credibility. • Being real. Your personality is your brand — show it. • Making your process feel clear, professional, and proven.
3. Your Offer Was Confusing (Even Just a Little)
Clarity sells. Confusion kills deals. If your prospect leaves your discovery call unsure of exactly what they get, how it works, and what the result will be, they’ll hesitate.
✅ Fix this by: • Presenting your offer in simple, outcome-driven language. • Ditching the jargon. Replace “customized solution architecture” with “we’ll map out a step-by-step game plan to help you ___.” • Wrapping your offer in a clean, easy-to-understand proposal.
4.The Price Felt Disconnected from the Value
Price objections often aren’t about the amount — they’re about the value-to-cost ratio. If they can’t clearly see how your service will generate ROI (whether in money, time, energy, or peace of mind), even a reasonable fee feels expensive.
✅ Fix this by: • Framing your price in the context of the result, not the deliverables. • Using language like, “This is an investment in solving X, not just paying for Y.” • Anchoring the value before sharing the cost.
5. They Didn’t Know the Next Step You think you’ve made it easy to say yes — but many service businesses drop the ball right at the finish line. Was your CTA (call to action) clear, simple, and frictionless?
✅ Fix this by: • Ending every sales interaction with a specific, actionable next step (e.g., “Here’s the proposal. Let’s reconnect Friday.”). • Making it easy to sign, pay, or book, no clunky PDFs or 10-email chains. • Following up before they drift away.
Final Thought: In service-based businesses, people aren’t just buying a product, they’re buying certainty. Certainty in your process, your ability, and their own decision to invest.
So the next time a prospect says, “This sounds great — let me think about it,”
ask yourself: Did I create enough clarity, confidence, and urgency to help them act?
Often, it’s not that they didn’t want it. It’s that you didn’t make it easy enough to say yes.