Rock & Relax- Business Ghost Busters
The days are getting shorter; office workers are returning from vacation, and anticipation is building for some well-rested feedback from a potential client, business partner, or exhibitor.
And then it happens: nothing. The most polished concept, the offer pushed to its absolute limit, and the most spectacular performance don’t attract a soul—let alone a producer or high-performer—from behind the patio heater. While you peer out of the snake’s maw—i.e., your bank balance—in a panic like a half-eaten rabbit and check for what feels like the three-thousand-fourth time to see if a tiny little email hasn’t hidden itself somewhere after all, the client, business partner, exhibitor—with every day that passes without a response—into a restless spirit that haunts your thoughts and makes your life a living hell day and night.
our mind is on a roller coaster, and with every new loop, you ask yourself the same questions: Did I do something wrong? What did I do wrong? Did I say or write something wrong or inappropriate?
To make a long story short, because you’ve suffered long enough: No. No. No. Or let’s put it this way: Most likely not. You actually know yourself that you’re a creative mastermind who’s also very conscientious and detail-oriented. You’ve successfully sold your ideas and services so many times in your life that you generally go through life completely relaxed and handle setbacks well. That is, if someone takes the trouble to communicate that clearly to you. If… and that’s the nasty thing about demons: they come and go. Without warning and as they please. The unpredictability with which they react—or fail to react—makes you feel at their mercy. You lose your sense of self-assurance, and that’s the cruelest part of it.
Humans are social beings, and whenever they’re separated from their community or peer group, they bleat like a lost sheep for their flock instead of first sitting down in peace, chewing on a few blades of grass, and thinking about what might have led to this situation.
Sooner or later, they would arrive at the following conclusions, which are considered the main causes of business ghosting:
- Overload: There are simply too many inquiries coming in, and wherever they land, there isn’t enough capacity to respond to them appropriately. So many people watch as the mountain of unanswered inquiries grows, and then at some point they just hit the delete button.
- Avoiding conflict: Many have simply forgotten—or never knew how to begin with— say “no.” Or: “Good idea, great offer, but right now it just doesn’t work out for such- and-such reasons.” Furthermore, in many cultures—such as the U.S., for example— “no” is considered rude because it rules out the possibility of changing one’s mind at a later date.
- Shifting Priorities: What was still all the rage yesterday or three weeks ago is considered a done deal shortly thereafter, or the financial situation of clients, companies, or exhibitors who depend on public funding has become so dire that there are simply no more funds available for your project. And, believe me, this is happening at an incredible pace right now.
- Inability to Make Decisions: Evaluating proposals and giving them a thumbs-up or thumbs-down means exercising a responsibility you’ve accepted or been entrusted with, and quite honestly: That, too, is a core competency that—to put it politely—is in sharp decline. For many, saying “no” is associated with a significant inner block that you, as a “supplicant,” certainly cannot resolve.
- Convenience: Yes, it feels incredibly good for a decision-maker when so many great ideas land on his or her desk, but responding to them? Wayyyy too much work! Someone else can do that…
- Exercising power: It’s a ton of fun for those with a sadistic streak. They settle in by the fireplace at home with a good bottle of wine and all those great ideas and offers, then use the whole pile of ideas to stoke the fire.
So now what?!?
Get ready and put on your mental armor for the next round in the battle against business ghosting. That way, you’ll be fully prepared to emerge victorious from it all.
- First, you need strong nerves, built on enough sleep, positive thoughts, and self- care. NEVER write a follow-up email in anger if you’ve had a drink (or taken other substances).
- If you’ve prepared a proposal or project presentation and want to send it out, set a clear deadline in the cover letter and specify the latest date by which you expect initial feedback. If you’ve worked with the contact person before, you can use that as a guide.
- Follow up after 4–7 days. Keep your tone friendly and show understanding—for example, by noting that your contact person may be very busy right now
- Call instead of sending another email. This way, you can much better gauge how your contact is doing and whether he or she has already addressed your request.
- One last attempt: After two weeks of radio silence, send a “magic email.” In it, make it clear that you assume the project has been put on hold or that priorities have changed. You will therefore cease contact. This is a very important step for you, because this decision allows you to regain control of the situation—since it was you, and not your contact, who ended the communication. Often, at this point, the “Magic Email” acts as a wake-up call and your contact gets back to you after all.
- But don’t count on it! Take stock of the situation, and don’t take it personally! Focus on new clients, and reflect on the situation to optimize future processes.
To wrap things up, here’s an example of the “Magic Email,” which you’re welcome to adapt to your own situation as you see fit:
“Hello, Since I haven’t heard from you yet, I assume that your priorities regarding exhibition planning have changed or been postponed and that collaboration with my agency and the artists I represent is not currently relevant. I will therefore cease communication on my end, and you will not receive any further messages from me.
Should you perhaps be interested in a collaboration in the future, you are, of course, welcome to contact me.
Best regards and best of luck……“
Your Business Ghostbuster
Andrea Faustmann of Rock & Relax Artist Consulting
All posts
