Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

Don’t ghost people. You’ll end up paying for it.
A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing.
I broke my cardinal rule. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I trusted that she would follow up.
I proceeded to send several emails over the next few weeks. I called and left a message. No response. I checked LinkedIn to see if she was still at the same company. She was. There’s no other way to describe her behavior than to say she was rude.
This was not a cold call. This was someone I knew!