Nothing is more frustrating to a salesperson than being shut down by a company’s gatekeeper. “They’re not in.” “They’re in a meeting.” “We aren’t interested.” “I will forward you to their voicemail.” All of these responses are in the way of us reaching our end destination – our targeted prospect! Yet, if you modify your strategy slightly, you may just slip by the gatekeeper more often, increasing your bottom line sales figures each and every month.
1. Gatekeepers are your Roadblock
The one thing standing between you and a potential sale is the gatekeeper. Treating these professionals with respect, involving them in your process and asking for help can enable your call to be processed. Use your sales arsenal to get passed the block. Tell a joke. Talk about something trivial such as the weather. Ask questions about the company’s most recent press or news release. Use your given sales skills to get the gatekeeper onto your side.
2. The Law of Reciprocity is in Effect
The sales concept of ‘Give to Get’ certainly applies when trying to get past the gatekeeper. When you treat people with respect, it is often given back in return. Keep in mind that most gatekeepers are inundated with daily calls from salespeople trying to reach someone in their office. It is their job to screen. However, some salespeople seem to get through this notorious roadblock more often than others. The key – act courteous toward the gatekeeper… they just might let you through.
3. Gatekeepers can Become your Advocate
The role of the gatekeeper isn’t to shut you down. In fact, many organizations task these professionals as their filter; their role is to decipher which callers offer potential value to the executive and/or the organization. Asking questions, particularly about their pain points, can help you modify your sales pitch for the next time that you call. When you effectively involve the gatekeeper, they can become your advocate. They can personally make introductions. They can provide insight into how to best engage given professionals. And, they can act as a strategic sounding board for your ideas and concepts as you work through the sales process.
Calling gatekeepers using purpose and strategy will improve your success rate of reaching your intended audience. Being nice to the professionals on the other end of the line will dramatically impact your sales results, regardless of the industry or business you are working within.
Photo Credit: -Tripp-
tagged: Social Sales
