Do you ever feel like receptionist, administrative assistants or department operators are screening your calls and keeping you from reaching the decision maker? Well, that is exactly what gatekeepers are doing. Here are 7 must-do’s to get past the gatekeeper.
Written by Morgan Busam, Lead Development Associate
Gatekeepers are paid to keep you away from their bosses. They hold your key to success by determining whether or not you are important enough to speak with their employer. It is your job is to convince them that you are important. To do that, follow these 7 must-do’s to get past the gatekeeper.
Get personal: Gatekeepers are not your enemy, they are simply doing their job of blocking unwanted calls from decision makers. Stop trying to push past them as if they are an automated telephone system. Instead, focus on building a relationship and rapport with gatekeepers. Try to get them to become your ally and personal advocate.
First name basis: The moment you learn the gatekeepers name, write it down and start addressing them by their name. You should be using the gatekeepers name at least two times during the conversation as well. Be sure to put it with the rest of the information on your prospect so you can refer to them properly the next time you call.
Be specific: Gatekeepers are constantly receiving phone calls from sales people every day. Explain exactly why you are calling and provide your first and last name as well as company name.
Stay polite: No matter how frustrated you may become leaving repeated messages with a gatekeeper, you must remain polite. You are guaranteed to fail if you are pushy, rude, and arrogant with a gatekeeper. Remember it is their job to keep you out, so be cheerful and positive when you speak with them. Use please and thank you and address them with respect.
Ignore the “No”: If you get a gatekeeper who tells you that your lead is not interested, simply ignore their “no”. Gatekeepers don’t have any power in decision making, so why would you accept a “no” from someone who has zero authority to to say “yes”?
Leverage their knowledge: No one is going to openly provide you with information unless you specifically ask for something. By asking the gatekeeper for advice you are showing that you respect their knowledge and value their suggestions. Try asking if there is someone else you should be speaking with or if there is a better time to reach the prospect.
Call during off hours: If you feel like you have done everything above and still aren’t getting anymore, start dialing your prospect during off hours like early mornings, lunch, or late evenings. Chances are you are like to reach another administrator who may connect you to the prospect or you will reach the prospects voicemail.
While it can be frustrating to leave numerous messages with the gatekeeper, it is important to remember that it is their job to keep unwanted calls away from their boss. So the next time you reach a gatekeeper instead of the decision maker, keep calm and follow these 7 tips to get your call connected.
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