Ghosting: When Silence Became the New Response

communication sales service culture Feb 20, 2026

Ghosting: When Silence Became the New Response
And why it’s quietly becoming a crisis in business communication

Not long ago, “ghosting” was a term reserved for dating culture. One person stopped responding, disappeared without explanation, and left the other wondering what happened. It was frustrating, immature, and emotionally unsettling—but it lived mostly in the realm of social relationships.

Today, ghosting has migrated.
And it has taken up residence in the business world.

What was once considered rude or unprofessional has become…expected.

Emails go unanswered.
Texts are read but ignored.
Calls aren’t returned.
Meetings are tentatively scheduled and quietly abandoned.
Proposals are requested and then met with silence.

The absence of response has become a response.

From Social Behavior to Business Norm

Ghosting began as a social behavior tied to discomfort and avoidance. It allowed people to sidestep awkward conversations or difficult decisions. But technology made it easier—too easy—to disappear. When communication moved primarily to screens, accountability weakened. The barrier to disengagement dropped to zero.

Somewhere along the way, this behavior crossed over into professional life.

Clients ghost vendors.
Candidates ghost employers.
Employers ghost candidates.
Colleagues ghost colleagues.
Even long-standing business relationships now fall victim to prolonged silence.

And here’s the most concerning part: people have stopped being surprised by it.

We now send follow-up emails expecting they may go unanswered. We leave voicemails assuming they won’t be returned. We brace ourselves for silence as a routine outcome.

Ghosting has shifted from unacceptable…to predictable.

The Cost of Silence

At first glance, ghosting might seem like a minor annoyance—a social irritation. But in business, the cost is real and measurable.

Lost time. Professionals spend hours preparing proposals, presentations, and follow-ups for conversations that never conclude.
Lost revenue. Opportunities stall or disappear without clarity, making forecasting unreliable and planning difficult.
Lost trust. Relationships weaken when communication becomes inconsistent or unreliable.
Lost culture. Within organizations, ghosting erodes morale. When leaders or team members fail to respond, it signals disengagement and lack of respect.

Silence creates ambiguity. Ambiguity creates anxiety. And anxiety creates inefficiency.

The cumulative effect is a costly cycle of disconnection.

Why It Happens

Ghosting rarely stems from malice. More often, it’s the result of:

Conflict avoidance
Overloaded schedules
Digital distance
Decision fatigue
The mistaken belief that silence is easier than clarity

Ironically, the tools designed to improve communication have made it easier to avoid communication altogether.

The New Normal…But It Shouldn’t Be

Here’s the uncomfortable truth: ghosting has become normalized.

We don’t like it.
We don’t respect it.
But we expect it.

That expectation alone signals a crisis.

When professionals assume silence is likely, they begin operating defensively. They over-follow up. They hedge commitments. They delay decisions. The entire system slows down because communication can no longer be relied upon.

In a world that moves quickly, clarity matters more than ever.
Yet clarity is exactly what ghosting removes.

How to Minimize Ghosting: Practical Steps

We may not be able to eliminate ghosting entirely, but we can dramatically reduce it by building structure and clarity into our communication. Ghosting thrives in vagueness. It diminishes when expectations are clear.

1. Establish a “Next Contact” Before Ending Any Conversation

Never end a call or meeting without confirming the next touchpoint.

Instead of:
“Let me know what you think.”

Try:
“Can we reconnect Thursday or Friday to close the loop?”
“Would it be fair to check back next Tuesday if I haven’t heard from you?”
“When would be a good time to follow up?”

A mutually agreed-upon reconnection time creates accountability.

2. Get Permission to Follow Up

People are less likely to disappear when they’ve granted permission for continued contact.

“Is it alright if I follow up next week if I haven’t heard back?”
“Would you prefer I check in by email or text?”

This simple step transforms follow-up from intrusion into agreement.

3. Use the Language of Closure

Normalize the idea that every conversation deserves a conclusion.

You might say:
“Even if the answer is no, I always appreciate closing the loop.”
“Please feel free to tell me if this isn’t the right time—I respect clarity.”

This gives the other person a graceful way to respond rather than disappear.

4. Create Time-Bound Commitments

Ambiguous timelines invite ghosting.

Instead of:
“I’ll circle back soon.”

Use:
“I’ll get back to you by Wednesday at noon.”
“Let’s plan to reconnect within two weeks.”

Time-bound commitments reduce uncertainty and make silence more noticeable—and less acceptable.

5. Offer an Easy Exit

Sometimes people ghost because they don’t know how to say no. Make it easy.

“If this isn’t a fit, just let me know. No explanation needed.”
“If timing changes, I completely understand—just a quick note helps.”

When saying no feels safe, silence becomes less necessary.

6. Model the Behavior You Want

One of the most powerful ways to reduce ghosting is to never ghost others.

Respond promptly.
Close loops.
Deliver bad news kindly but clearly.
Acknowledge messages even when you don’t have full answers yet.

Responsiveness becomes contagious.

7. Build a Culture of Response

Within teams and organizations, set expectations:

Every message gets acknowledged.
Every proposal gets a response.
Every conversation gets closure.

When responsiveness becomes a cultural norm, ghosting becomes an exception.

A Simple Standard: Close the Loop

Not every conversation leads to a deal.
Not every opportunity moves forward.
Not every introduction results in a partnership.

That’s fine.

What’s not fine is leaving people in limbo.

Professional courtesy doesn’t require long explanations. It requires acknowledgment. A brief message—“We’re going in a different direction,” “This isn’t the right time,” or even “Let’s revisit this next quarter”—maintains dignity and preserves relationships.

Closing the loop communicates respect.
Silence communicates disregard.

The Human Element

As technology accelerates, human connection becomes more valuable, not less. AI can automate responses and schedule meetings, but it cannot replace the emotional impact of thoughtful, timely communication.

Ghosting represents the absence of that human element.
Responding represents its presence.

We may not be able to eliminate ghosting entirely. But we can refuse to normalize it. We can set expectations. We can create structure. We can choose clarity over avoidance.

Because in business—and in life—communication isn’t just about speaking.
It’s about responding.

And sometimes, the most powerful message we can send is simply this:

“I got your message. Here’s where we stand.”

Fred Reggie is a Business Strategy Coach and International Speaker specializing in Service Culture Development, Leadership, and Communication. He facilitates successful Mission Development workshops and retreats to elevate client brands. He is the Best-Selling author of “Tell Me... How to Initiate and Nurture MEANINGFUL CONVERSATIONS with Anyone, Anywhere, Anytime”. You can contact Fred through Email , connect on LInkedIn, or schedule a call to discuss how your company's Service Culture measures up.