Episode Overview

Podcast: The Art of Sales with Art Sobczak
Episode: 319 – How to Inspire People to Get Back to You (And Why You Shouldn't Need To)
Date: September 10, 2025
Host: Art Sobczak

This episode confronts one of the most persistent frustrations in sales—being “ghosted,” or not having your calls and messages returned after an initial conversation. Art Sobczak delivers “tough love” truth about why this happens, practical frameworks to make it less likely, and powerful tactics to encourage genuine responses, all delivered in his conversational, status-driven style. The ultimate lesson: focus on prevention through better initial conversations, rather than chasing responses.

Key Topics & Insights

1. The Root Cause of Non-Response (00:30–03:15)

• Art’s Message: Most missed follow-ups stem from weak initial conversations. If you’re chasing replies, “something likely went wrong in your initial conversation.”
• “Most salespeople are complaining about the symptoms and not even realizing there’s a disease.” (01:14)
• The strength of your follow-up directly depends on the strength of your previous interaction.

2. Four Non-Negotiables to Prevent Getting Ghosted (03:18–08:30)

Art shares his high-impact framework for creating response-worthy exchanges—before the follow-up is ever needed.

• A. Clearly Articulate What’s In It For Them

  • Personalize your reason for the next contact (e.g., sharing targeted case studies or solutions relevant to their problem).
  • Example script: “Hey Mike, based on what you told me about your challenge with reducing costs in your supply chain, I’m going to be sending you three very specific case studies...” (04:42)

• B. Get Mutual Agreement on Next Steps

  • Clarify actions, timelines, and outcomes.
  • Example script: “So Kate, I’m going to send you those three case studies by Thursday morning and we’ll talk about them Friday at 2:00. That works for you, right?” (05:26)

• C. Explain Stakes & Consequences

  • Show what happens if they don’t act—honest business consequences, not threats.
  • “Now, if we don’t move forward by the end of this month, that timeline is going to be shot…” (06:08)

• D. Confirm Commitment

  • Get them to repeat back their commitment. This shifts the psychology from “ignoring a salesperson” to “breaking their word.”
  • Example script: “All right, so just to confirm, you’re going to review the proposal with your team by Wednesday and we’ll reconnect Thursday at 3pm...” (06:51)

3. Why Good Deals Still Go Silent (08:35–10:10)

• Even strong conversations can go quiet due to factors like changes in priorities, internal politics, external emergencies, or flawed handoffs.
• “Of course, like with anything, context is everything.” (09:17)

4. High-Status, Non-Salesy Ways to Get a Response (10:12–20:30)

If you do find yourself needing to follow up, use these real-world scripts and approaches:

• A. Assume No Interest (10:25)

  • “I’m going to just assume that this isn’t a priority for you right now. Hoping I’m wrong...” (11:04)

• B. Deadline Pressure (12:03)

  • Remind them of expiring timelines or incentives: “Quick reminder that the special pricing in the proposal is good until the end of the week...” (12:13)

• C. Scarcity & FOMO (13:05)

  • “We are down to the last 10% of the supply. I’d really hate to see you miss out...” (13:15)

• D. Negative Consequences (14:02)

  • “You mentioned that you wanted to get the training done in the first quarter, and we’re already pushing that because of the planning and development time...” (14:11)

• E. Final Attempt (15:02)

  • “This is my final outreach... after this, I’m assuming you’ve got it handled and I’ll be focusing my attention elsewhere.” (15:12)

• F. Move Forward Anyway (Use cautiously! 16:19)

  • Only when ethically appropriate, e.g., with an automatic renewal: “If I don’t hear from you, your existing plan is going to renew as scheduled.” (16:39)

• G. Consultant Flip (17:00)

  • Position yourself as a valuable outside resource: “I’ve got some ideas that might help even if we don’t end up working together. Sometimes an outside perspective can be valuable.” (17:17)

• H. Social Proof Pressure (17:58)

  • Reference others in their industry acting on similar offers: “Two of them said they wish they acted on this six months ago instead of waiting. I hate to see you in the same spot...” (18:10)

• I. Video Messaging (18:45)

  • Cut through the noise with brief, personalized video: “Hey Sarah, I was thinking about our conversation about [topic] and I’ve got a few thoughts that might help you too…” (18:51)

5. What Kills Response Rates (20:31–21:59)

• Sounding Desperate: There’s a big distinction between being persistent and needy.
  • “Confident professionals follow up because they’ve got value to offer, not because they’re worried about making their quota.” (20:51)
• Overly Long Messages: Keep it concise; people scan, not read in depth.
• Generic Messaging: Personalize every message for the recipient—no templates.
• No Clear Next Step: Each contact must tell them exactly what you want them to do.

6. The Bottom Line & Takeaway (22:02–23:45)

• “Every time you find yourself sending a follow up message, hoping for a response, ask yourself, what could I have done in a previous conversation to make this follow up unnecessary?” (22:15)
• Prevention, not cure, is the top skill to develop.
• “The best follow up is the one that you never have to make.” — Art Sobczak (23:13)
• “Confidence beats desperation every time. If someone’s not responding, it says nothing about your worth as a professional.” (23:29)

Notable Quotes

| Timestamp | Speaker | Quote | |-----------|--------------|--------------------------------------------------------------------------------------------| | 01:14 | Art Sobczak | “Most salespeople are complaining about the symptoms and not even realizing there’s a disease.” | | 04:42 | Art Sobczak | “Hey Mike, based on what you told me about your challenge with reducing costs in your supply chain, I’m going to be sending you three very specific case studies…” | | 06:08 | Art Sobczak | “Now, if we don’t move forward by the end of this month, that timeline is going to be shot…” | | 15:12 | Art Sobczak | “This is my final outreach... after this, I’m assuming you’ve got it handled and I’ll be focusing my attention on companies that are ready to move forward.” | | 20:51 | Art Sobczak | “Confident professionals follow up because they’ve got value to offer, not because they’re worried about making their quota.” | | 23:13 | Art Sobczak | “The best follow up is the one that you never have to make.” | | 23:29 | Art Sobczak | “Confidence beats desperation every time. If someone’s not responding, it says nothing about your worth as a professional.” |

Memorable Moments

• Art’s “Assume No Interest” script—direct but high-status—offers a clean way to prompt a response or get closure. (11:04)
• His clear stance on ethical practices, especially on “Move Forward Anyway,” reinforces trust and authenticity. (16:30)

Key Timestamps

• 00:30 – Tough love: non-response is usually due to a weak initial call.
• 03:18–08:30 – The Four Non-Negotiables for preventing ghosting.
• 10:12–20:30 – Scripts and tactics for reigniting stalled conversations.
• 20:31–21:59 – Common follow-up mistakes to avoid.
• 22:02–23:45 – Art’s closing philosophy and top takeaways.

Final Takeaway

If you’re tired of being ghosted, focus less on chasing responses and more on running better, value-driven initial conversations. “The best follow up is the one that you never have to make.” Stay confident, keep your follow-ups succinct, relevant, and high-status, and always aim to make your next follow-up unnecessary by nailing the first conversation.

For full frameworks and techniques: Check out Art’s Smart Calling College.