You sent the video. They said they were interested. And now? Nothing. They’ve gone completely dark.
You’re not dealing with bad prospects. You’re dealing with repellent energy, and it’s coming from you.
The Real Reason You’re Getting Ghosted
Here’s the hard truth Ray Higdon lays out plainly: chasing starts the moment your posture slips.
The second your energy shifts from confident leader to eager pleader, the prospect feels it. And they go silent. Not because they’re rude. Because they’re responding exactly to what you’re projecting.
“As soon as there’s an energy of chasing, begging, bugging, all of that eagerness, that desperation, that neediness, you are so easily ignored.” — Ray Higdon
This is what Ray calls repellent marketing. It doesn’t matter how good your product is. If your energy says “I need this sale,” the prospect will disappear.
The fix isn’t a better follow-up script. It’s understanding two foundational concepts: posture and position.
Step 1: Understand What Posture Actually Means
Posture is not arrogance. It’s not toughness. It’s a specific skill.
Posture is the management of the energy of the conversation.
When you’re postured, you don’t need the prospect’s acceptance, approval, or agreement. You know what you have. You lead the conversation with calm confidence, not desperation.
The untrained rep does the opposite. When a prospect pulls away, the untrained rep leans in harder.
Prospect: “I don’t know if this is a fit for me.” Untrained rep: “No, no, it’s amazing! It changed my life. You’re gonna love it.”
That response? It signals neediness. It shoots your posture in the foot.
The postured response is to mirror their pullback:
“Yeah, you know, it may not be. Do you know anyone that does want to make some extra money?”
That one shift changes the entire dynamic. Suddenly, you’re the one who isn’t chasing. And that is magnetic.
Step 2: Stop Overshooting Their Position
This is where most reps blow it, even when they start strong.
Position is not where you are. It’s where the prospect is.
The conversation should only move as fast as the prospect moves. When they agree to watch a video, they’ve taken a small step forward. That’s it. One small step.
But then the rep says: “Oh man, you’re gonna love it! This video’s fantastic. Make sure you watch the whole thing!”
That’s overshooting their position. And a lot of people are contrarian. They feel pushed, and they pull back. Then they go quiet.
The postured move after they say yes to the video is simple:
“Cool. Yeah, the video will do a good job to see if it’s a fit for you or not. It may or may not be.”
That’s it. You meet them exactly where they are. No hype. No pressure. No overshoot.
The moment you speak above a prospect’s position, it feels like a push. And pushes create resistance.
Step 3: Use Fear of Loss When They Don’t Watch
So they asked for the video. They didn’t watch it. Now what?
Most reps say something like: “Hey beautiful! Hey superstar! Did you get a chance to watch that? You’re gonna love it!”
That approach confirms you’re chasing. And they ignore you.
Here’s what Ray says every single time:
“Cool, no problem. I have a lot of people that did watch the video. I just need to prioritize my time and get back with them. I’ll circle back with you in the next week or so.”
That response does something powerful: it creates fear of loss.
One of two things happens next. Either they reveal they were never actually interested, which saves you time. Or they suddenly want to re-engage because they sense you’re moving on.
Either outcome is a win.
The best closers Ray has ever worked with personally close about 30%. Hall of Fame baseball players hit three out of ten pitches. If you get good at posture and position, ten conversations should yield three closes. That’s a career.
The Posture Check
If prospects are going silent after showing initial interest, the problem isn’t them. It’s the energy you’re bringing to every touchpoint of the conversation.
You’re leaning in when you should be pulling back. You’re overshooting position when you should be matching it. You’re following up with flattery when you should be creating scarcity.
Posture and position are learnable skills. The reps who master them don’t just close more. They stop dreading follow-ups entirely, because they’re no longer chasing anyone.
If you want to go deep on this, Ray has a free 90-minute training built specifically around these concepts. It walks through posture, persuasion, and closing in a way that’s practical and immediately applicable.
Check it out at Posture, Persuasion & Closing the Sale. Just enter your name and email and watch the whole thing.
Ready to Stop Getting Ghosted?
The conversation doesn’t have to feel this frustrating. When you lead with posture, you stop repelling the very people who want what you have.
Start by watching the free training. Then go back to your next follow-up with this question in mind: Am I meeting them where they are, or am I overshooting their position?
That awareness alone will change your results.
