If you’re a small service-based business owner, chances are you’ve been there—pouring your time and energy into the perfect proposal, only to be met with… silence. Grrr…. so are you wondering, how to stop getting ghosted by clients?

I feel you! No feedback. No follow-up. Just the dreaded ghosting.

I get it. I’ve been there too!

In the early years of running my agency, ghosting became an all-too-familiar part of my sales process. It started off innocently enough. I’d meet with a potential client for coffee, or maybe visit their office. We’d chat about their goals, their challenges, and how I could help.

Then, I’d go home and work on a proposal—or a beautifully designed pitch deck. I’d spend hours perfecting every word, customizing every detail, and aligning it with their brand.

And then it would happen.

I’d get a polite, noncommittal response: “Wow, this is amazing. We’d love to work with you… but you’re the most expensive option we’re considering. Could you lower your price?”

Cue the gut punch.

Sometimes, I’d lower the price—even when I already felt underpaid. Other times, I’d try to justify the value. But too often, the conversation didn’t move forward at all.

In fact, it usually ended there.

Not with a “No,” not even with a “Thanks anyway.”

Just nothing.

Ghosted.

Why Clients Ghost You (It’s Not About You)

The first thing to understand is this: most prospects don’t ghost you because they’re rude or disrespectful. They ghost because it’s easier than having an uncomfortable conversation.

Telling someone “You’re too expensive” or “We decided to go in a different direction” takes a level of assertiveness many people simply don’t have. So instead of dealing with that discomfort, they just disappear.

If you’ve experienced this, you’re not alone—and it’s not a reflection of your work, your talent, or your value.

But here’s the hard truth: if a prospect ghosts you after receiving a proposal, they’re not coming back. No amount of follow-up emails will turn that silence into a sale.

You’re not just being ignored. You’re being silently disqualified.

The Hidden Cost of Proposals

We’re told that writing proposals is just part of the game. It’s what service providers do.

But here’s the thing: proposals are time-consuming. They drain your energy. They’re speculative. And worst of all? They give away your power.

When you write a proposal without a firm commitment from the client, you’re putting yourself in a vulnerable position—hoping they’ll see the value, hoping they’ll choose you, and sometimes, hoping they’ll even reply.

All of that energy could be spent actually serving clients who want to work with you.

So I made a bold move: I stopped writing proposals.

Instead, I started selling differently.

THINK DIFFERENTLY!

What I did next changed everything in my agency. Instead of pitching a full-service package, I started offering a small, standalone piece of my service!

Think of it as a bite-sized version of your full offer. Something small, tangible, and easy to say “YES” to.

Here are some examples for different small businesses:

• Brand Designer: A $250 brand audit with feedback and improvement recommendations.
• Social Media Manager: A $150 Instagram content review and 30-day plan.
• Business Coach: A 90-minute strategy session for $297 to identify roadblocks and quick wins.
• Virtual Assistant: A $99 trial day to complete a set list of admin tasks.
• Copywriter: A $195 homepage or sales page audit with headline rewrites and tone recommendations.

The key is to make this offer valuable on its own while still pointing toward the bigger transformation you can provide.

Why This Works So Well

This simple shift does several powerful things:

#1 – It Filters Out Freebie-Seekers

One of the first things you’ll notice when introducing a paid product is how quickly it separates serious clients from those just looking for free advice.

Example: A VA who charges $99 for a task bundle will instantly weed out leads who just want free admin tips or “pick your brain” calls. If someone isn’t willing to pay that entry fee, they’re unlikely to commit to a $1,000/month retainer.

#2 – It Builds Trust Through Action

Instead of relying on promises and proposals, a small paid offer gives prospects a chance to experience your value in action—and that builds trust faster than words ever could.

Example: A copywriter offers a $195 sales page audit. The client walks away with clear edits and improvements—and sees firsthand how powerful your copy is. That experience builds more trust than a cold proposal ever could.

#3 – It Shortens the Sales Cycle

When you lead with a low-commitment offer, clients gain clarity fast, and you can move from interest to investment in a fraction of the time.

Example: A social media strategist offers a $250 Instagram audit and 30-day plan. That gives the client immediate clarity—and a reason to come back for ongoing content creation without months of back-and-forth.

#4 – It Puts You Back in Control

By charging for the first step, you shift the dynamic—you’re no longer chasing uncertain leads, but setting boundaries and leading with confidence.

Example: A business coach who previously gave away free 45-minute calls now charges for a structured strategy session. The client gets value, and the coach no longer wastes time chasing “maybe” clients who never follow through.

How to Implement This in Your Business

Here’s how to make this work for your service-based business, with examples for each step:

Step #1 – Identify a Valuable Piece of Your Full Service

Pick a small, valuable piece of your full service.

For instance, we offer a $975 Endgame Strategy — a focused 90-minute interview designed to uncover your unique edge and long-term vision. We’ll dive deep into who you are, what you want, and where you’re headed. From there, we’ll craft a custom action plan you can either implement on your own or have us execute for you. To make it even more practical, we also provide a one-year monthly budget so you’ll know exactly what it takes to reach your goals—with clarity and confidence.

If you are a small service-based business, here are some examples:

• Web designer: A $297 homepage critique
• LinkedIn consultant: A $150 profile optimization session
• Nutrition coach: A $99 7-day custom meal plan
• Email marketer: A $250 welcome sequence audit

Step #2 – Price It Accessibly—but Profitably

Your product should be priced to reflect value but also be an easy “YES”.

We price our Endgame Strategy at $975 because it delivers high-impact clarity and direction without the long-term commitment (yet). It’s accessible for entrepreneurs who are serious about building a profitable, strategic business—but not quite ready to invest thousands in a full brand strategy or website overhaul. This session gives them real results and a comprehensive plan, making the value undeniable. It’s the perfect entry point for clients who want expert-level insight before going all-in.

Just the budget itself is worth the investment—it gives a clear financial roadmap so our clients can make confident, profitable decisions all year long. This session is perfect for entrepreneurs who want meaningful progress without diving straight into a long-term contract. It’s a smart, low-risk way to get our strategic expertise working for your business from day one.

If you are a small service-based business, here are some examples:

• $99–$299 is a good sweet spot
• A financial strategist might offer a $249 cash flow review
• A podcast editor could offer a $150 first-episode polish

Step #3 – Promote It as the First Step

Make this step part of your official process.

Our process begins with the Endgame Strategy. This intentional first step ensures that every decision—whether in branding or website design—is guided by clear goals, strategic insight, and a deep understanding of your business vision.

Here are some examples you can use…

• “Before we jump into a long-term retainer, I always start with a one-time [offer name].”
• Highlight it on your services page as “Step 1: Let’s Get Started with a Quick Win.”

Step #4 – Deliver Real Value

Don’t hold back—make it transformative.

For instance, after our 90-minute call, the client receives a personalized Brand Snapshot PDF (which include a one-year monthly budget) summarizing their brand strengths, gaps, ideal next steps, and inspiration references. They walk away with clarity and excitement.

Example: A brand strategist does a one-hour call and sends a one-page brand positioning map. The client feels seen, guided, and excited.

Step #5 – Invite the Next Step

If it goes well, offer the larger engagement.

If the Endgame Strategy resonates, we present next-step options to support their growth—whether that’s a Mini Brand Strategy or full Brand Creation. It’s all about meeting them where they are and helping them scale with intention.

Ask your clients: Would you like a version with more emphasis on the transformation or results?

Example: After a paid strategy session, a marketing consultant says, “If you’d like help executing this, I offer a 3-month implementation package starting at $2,000.”

The Results Speak for Themselves

Since making this shift, not only did I stop getting ghosted—I actually started enjoying the sales process again.

It felt more collaborative. More human. And ultimately, more profitable.

If you’re tired of pouring hours into proposals that go nowhere, consider this your permission slip to change the game.

Ditch the proposal. Sell the first step. Make it easy to say yes.

Because here’s the truth: When you stop chasing the wrong clients, you create space for the right ones to find you—and for your business to grow with clarity and confidence.

xox