The Kate Show
Episode Title: Are Leads Ghosting You After the Proposal? Do this.
Host: Kate (Socialite Agency)
Date: August 4, 2025
Brief Overview
In this episode, Kate addresses a persistent struggle for home industry professionals: why leads "ghost" after receiving a proposal, and—crucially—how business owners can prevent it. With a blend of tough love, practical process advice, and marketing wisdom, Kate delivers actionable insights specifically tailored for interior designers, organizers, stagers, and window treatment specialists. She breaks down client behavior, common pitfalls in proposal and follow-up processes, and provides a concrete checklist for boosting conversion and professionalism.
Key Discussion Points & Insights
1. The "Ghosting" Problem: What's Actually Happening?
[01:00 - 04:00]
- Many professionals are frustrated when promising leads seem interested, only to disappear after a proposal.
- Kate outlines typical reasons clients ghost:
- Nervousness about budget (sometimes being dishonest about their comfort level)
- Lack of seriousness or being early in their research phase
- Poor decision-making—needing others’ input not present during calls
- Delay between consultation and proposal delivery, causing excitement to "cool off"
Quote:
"They probably got nervous because they really couldn't afford the budget they gave you, which is them being dishonest to you and themselves." (04:10, Kate)
2. What Can You Control?
[04:20 - 09:00]
- Businesses have more power to prevent ghosting than they realize.
- Failure points in the process often fall on the business, not the lead.
Common Owner-Controlled Issues:
- Not Listing a Project Minimum:
- Clearly state starting costs on the website and in the contact form.
- Use dropdown menus with your minimum as the lowest selectable budget.
- This filters out ill-fitting clients before the first contact.
Quote:
"If you're trying to get bigger projects, you do need to set a project minimum. ...If it's just too much for them, then they're going to stop and they're not even going to bother you." (07:40, Kate)
3. Financial Clarity in Consultations
[09:05 - 14:00]
- Leads often genuinely “don’t know” their budget or are afraid of revealing it.
- Solution: Offer good-better-best investment ranges, illustrated with project photos.
- Specialization makes it easier to give realistic, relevant cost scenarios.
- In-person (or video) presentations are more effective than email for conveying proposals, especially for larger projects.
Quote:
"You should be prepared to give your lead a good, better, best investment range, complete with some sample images of each for the type of project they want to pursue with you." (10:40, Kate)
4. Presentation Tactics: Make the Proposal an Event
[14:10 - 19:00]
- A peer's tip: host proposal presentations as actual events (in your studio or their home).
- Review scope, pain points, proposed approach—keep it surface level, lots of imagery.
- Don’t overwhelm with technicalities.
- End by clearly stating the investment, and open the floor immediately for questions or objections.
- This drastically increases close rates.
Quote:
"You don't have to go into the actual elements that you're going to be using. You'll need to show them a lot of pictures. You'll need to make it kindergarten friendly, okay?... because this is just how the human mind works." (17:10, Kate)
5. The Role of Expiration Dates
[19:05 - 21:00]
- Always include an expiration date (typically 30–90 days) on proposals and estimates.
- This generates urgency and sets clear timelines.
Quote:
"Your expiration date should be about 30 days, maybe up to 90 days from when it was issued. Now, this is common practice. It should be more common than it is." (19:45, Kate)
6. Perceived Value > Price
[21:01 - 25:00]
- Most lost deals aren’t truly about price but about value perception.
- Quoting sales strategist Kathy Pace:
- Lowering prices hurts your perceived value long-term.
- "Create a premium experience. Clients aren't just paying for the product or service, they're paying for how you make them feel. Every touch point should reflect the quality of your brand." (22:30, via Kathy Pace quoted by Kate)
- Guide with empathy and expertise; communicate transformation, not just services.
7. Handling Current Ghosts: The "What Is Your Intention?" Message
[25:10 - 30:00]
- For currently ghosting leads:
- Add them to your mailing list for continued nurture.
- Don’t repeatedly follow up directly; it comes off as pushy.
- After a few weeks, send a concise, direct “What is your intention?” email:
Sample Script (paraphrased in the episode):
"Hi, I haven't seen a reply from you regarding the [project]. For scheduling purposes, I need to know your intentions. ...If you've decided to go elsewhere, also please let me know. I greatly appreciate your professionalism by responding to this email." (28:10, Kate)
- If the lead doesn't reply within a week, move on.
Quote:
"Don’t let your business suffer just because you suck at follow up. ...But you can't just follow up with the individual again and again and again because they're going to get annoyed and feel like you're stalking them because, well, you are." (26:15, Kate)
8. Ten Ways to Prevent Future Ghosting
[30:15 - 43:30] Kate closes with a concrete checklist to strengthen business processes and value:
- Define your ideal client—focus on emotional reasons they hire you, not generic statements.
- Ensure your website talks to the client’s pain points more than it does about you.
- Maintain regular contact: Send newsletters 1–2 times/month to leads, past clients, and colleagues.
- Keep marketing focused: One topic per newsletter, clear call to action (not sending people elsewhere).
- Automate adding all new leads to your mailing list.
- Include a lead magnet (like an investment guide) on your site instead of DIY tools, to attract serious clients.
- Prioritize strong on-site SEO and regularly review Google Analytics for search performance.
- Optional blogging: If you blog, keep it relevant to your ideal client and pain points.
- Keep your sales process high-touch: The pro should do discovery calls and consults, and proposals should be presented in person or via video.
- Review and refine your marketing and processes frequently.
Quote:
"A lot of reasons people ghost us are on us. They are within our capability as business owners to correct. So we need to do that through our marketing and our processes." (43:10, Kate)
Notable Quotes & Memorable Moments
- On "ghosting" and what it says about the client:
"They probably got nervous because they really couldn't afford the budget they gave you, which is them being dishonest to you and themselves." (04:10, Kate)
- On not presenting too much detail:
"If you give your client too much information, they are going to turn off their ears and, and their brain so that by the time you get to the end of your proposal presentation, they will have no idea what they're paying for." (16:40, Kate)
- On follow-up etiquette:
"You can't just follow up with the individual again and again and again because they're going to get annoyed and feel like you're stalking them because, well, you are." (26:15, Kate)
- Quoting Kathy Pace on value:
"Instead of lowering your price, increase your perceived value. Here is how: Create a premium experience. Clients aren't just paying for the product or service, they're paying for how you make them feel. Every touch point should reflect the quality of your brand." (22:30, via Kathy Pace, quoted by Kate)
- On the importance of email marketing:
"Social media is not even a talking point anymore. Social media has proven not to be effective for the home industry and email marketing has." (34:30, Kate)
Timestamps for Key Segments
- [01:00] — Common ghosting scenarios & client behaviors
- [07:40] — Project minimums and website clarity
- [10:40] — The "good, better, best" budget conversation method
- [14:15] — How to present proposals as events
- [19:45] — The importance of expiration dates
- [22:30] — Quoting Kathy Pace on perceived value
- [26:15] — Best practices for following up with ghosting clients
- [28:10] — Kate’s “What is your intention?” follow-up script
- [30:15] — The 10-point checklist to prevent future ghosting
Conclusion
Kate gives listeners both empathy and a no-excuses roadmap to ensure fewer leads fall through the cracks. The episode encourages clarity (on pricing, process, and value), follow-up structure, and a focus on marketing that empowers instead of chases prospects. Her energetic, direct tone and strategic, actionable advice make this a must-listen (and must-implement) for home industry professionals frustrated by radio-silent leads.