How do you get from pitching the pilot with interest to closing the deal? i will not promote

I’m a cofounder at a healthcare AI startup and our demo calls so far have had a lot of interest. We’re running a pilot already with a previous connection, but I’m struggling now to close the deal after having demo’d and pitched the pilot to the customer. They show lots of interest and ask about pricing, and we discuss all of that. I tell them I’ll email them with all the info we discussed after the call, but they ghost me after. Am I missing something in between these steps? Should I be trying to get a confirmation on the demo call? I feel like I have a solid grasp of the cold lead -> demo stage but really struggling to close paid pilots. Thank you!