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Getting past gatekeepers

by arfasaira
29 replies
Warriors, apologies if this question has already been asked...

But, I wanted to know what are your best tips for getting past gatekeepers when cold-calling businesses?

More specifically I'm calling health and wellness practitioners who run clinics and know that they are not only very busy with patients, but also have probably told their receptionists to screen out sales calls...

Any advice or examples of actual scripts you might have used would be very much appreciated...

Thanks a lot guys...

#gatekeepers #past
  • Profile picture of the author ewenmack
    Hiya Arfa!

    Good to see you over this part of town!

    The receptionists are your friend and want to know 3 things...

    Who you are
    Where are you from
    What do you want

    So knowing this you give it to her with this...

    "Hi Mary, Arfa from Ads That Work.
    When would be a good time to speak to Steph,
    about her advertising?

    In a small practice I take it you will know the persons name
    you want to speak to.

    If you don't know the persons name,
    then you say...

    "Hi Mary, Arfa from Ads That Work,
    Who should I be speaking to about your advertising?

    Then when name is given, you ask when would be a good time to speak to that person.

    If you find you get quized hard or rejected hard at this stage,
    then look at saying you are "wanting to run a few ideas past her"


    There may be times you get a answer that is a no straight up,
    well that's great because you haven't wasted each others time.

    This is how our company has landed the international shoe maker Puma as well as other national chains, one has over 60 branches.

    Best,
    Ewen
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    • Profile picture of the author ambrking
      Originally Posted by ewenmack View Post

      Hiya Arfa!

      Good to see you over this part of town!

      The receptionists are your friend and want to know 3 things...

      Who you are
      Where are you from
      What do you want

      So knowing this you give it to her with this...

      "Hi Mary, Arfa from Ads That Work.
      When would be a good time to speak to Steph,
      about her advertising?

      In a small practice I take it you will know the persons name
      you want to speak to.

      If you don't know the persons name,
      then you say...

      "Hi Mary, Arfa from Ads That Work,
      Who should I be speaking to about your advertising?

      Then when name is given, you ask when would be a good time to speak to that person.

      If you find you get quized hard or rejected hard at this stage,
      then look at saying you are "wanting to run a few ideas past her"


      There may be times you get a answer that is a no straight up,
      well that's great because you haven't wasted each others time.

      This is how our company has landed the international shoe maker Puma as well as other national chains, one has over 60 branches.

      Best,
      Ewen
      These are great opening spiel. We should remember that gatekeepers are our friend. Try to be nice to them if you would want to be connected to DM.
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  • Profile picture of the author Jason Kanigan
    Look for the Little Unsure technique in this thread:

    http://www.warriorforum.com/offline-...ml#post5922258

    Actual recordings of me using it!
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    • Profile picture of the author cash89
      Originally Posted by Jason Kanigan View Post

      Look for the Little Unsure technique in this thread:

      http://www.warriorforum.com/offline-...ml#post5922258

      Actual recordings of me using it!
      I highly recommend this tactic and Jason provides great example. They should def be looked at. I use this method also and it work great almost every time. Also opens up the gatekeeper to help you more. Get their name, find out best time to speak to them, and even get some info on the business and how they are doing.

      Thanks Jason!
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    • Profile picture of the author Anthem40
      Originally Posted by Jason Kanigan View Post

      Look for the Little Unsure technique in this thread:

      http://www.warriorforum.com/offline-...ml#post5922258

      Actual recordings of me using it!
      Piloted these lyrics for a segment of my leads whom I still had no DM names for. Since Monday ~20% increase in DM names for that segment. Woot!

      Thanks for the tip.
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  • Profile picture of the author kebertt
    Have you considered looking at professional scripts? These have been proven to work, and will save you hours of time and money in the long run. When I generate leads I have found these to be the best resource.
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  • Profile picture of the author Trev81
    Use the first call as an info gathering call. I say "I am looking to send over some information regarding your business/to help your business etc, who can I address it to"

    Treat them as you aide to getting through to the decision maker.
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    • Profile picture of the author arfasaira
      Ewan - you're a diamond, thanks for that - you always deliver excellent advice

      Jason - you rock!! I've seen a few of your videos on other cold-calling threads, which I thought were brilliant...

      thanks everyone who has replied - some excellent advice

      I have a script prepared so this isn't my worry - it's the gatekeeper which throws me every time!!!

      My usual response is that the person I'm looking for isn't available.

      I paid a virtual assistant to draw up a list of all the health and wellness clinics in my entire region with the name of the person to call - so this has made my job so much easier....

      Today my aim is to call at least 100 of these - so thanks for the tips guys and I'll post up results later...

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  • Profile picture of the author iamchrisgreen
    I wrote quite a lot on this here mate:

    http://www.warriorforum.com/offline-...tekeepers.html
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  • Profile picture of the author bsbear
    Haha awesome advice, I definitely wanna try out offline sometime.
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    • Profile picture of the author kirbymarketingconcierge
      arfasaira,

      recieved your PM.

      If it's ok with you can I post what you wrote and post what I would say?

      so others can see?
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      • Profile picture of the author arfasaira
        Originally Posted by kirbymarketingconcierge View Post

        arfasaira,

        recieved your PM.

        If it's ok with you can I post what you wrote and post what I would say?

        so others can see?
        that was fast!! Yes of course you may if it helps everyone else, that's cool by me

        PS I forgot to mention that I have a spreadsheet of around 300 businesses in my local region in this niche and I make notes next to each one to track each call result...
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        • Profile picture of the author kirbymarketingconcierge
          arfasaira
          The Copy Magnet
          War Room Member



          Join Date: May 2010
          Location: UK
          Posts: 542
          Thanks: 759
          Thanked 367 Times in 200 Posts
          Contact Info

          voicemail
          Hey Kirby,

          Thanks so much for your offer of helping out with my message It's VERY much appreciated!!

          Here's what I'm leaving as a voicemail...


          Hi, my name is Arfa from SHM and I work with holistic practitioners who want to grow their business by helping them generate more leads and attract high-paying clients.

          I recently helped one of my clients increase signups to her website by 48% and helped another client land her first high-paying client after only two weeks.


          Thank you for your time.

          and then I hang up - is this any good?
          thanks Kirby
          One-on-one coaching: Earn up to $60,000 a year writing for local businesses from home!

          "Arfa's copy ... generated a total revenue of $4,253in the first 5 days, with a conversion rate of a whopping 19%" Get Your Own Kick-Ass Converting Copy Here!

          *****************************************

          To be clear. not opinion but what I did and do. BS Free

          1st - Ssshhhh. don't tell anybody!????

          (have to leave a message that is intriguing...must be an incentive and excitement for them to take the time and effort to call back)

          when I have leads for a niche :

          " I have business for you, but call soon, since I called others, 555-1212"
          __________________
          for you (48 % awesome!) :

          "I helped a competitor/ colleague / a business like yours... with a 48% business impact, call me if your a biz. person looking to do the same, otherwise I'm really busy, 555-1212.

          Intrigue, Control, Power. TAKE AWAY

          Or " I helped a biz. like your with a 48% result, I'm busy,
          but like what your doing / know your biz. / etc..,...

          I am busy like I'm sure you are so call me at 555-1212 for a 5 minute biz. conversation"

          so many ways to go. but be brief, to the point.

          you get it. you have success so that's all you need to convey with your phone #

          P.S. want to do what most salespeople, IMer's can't or won't?
          you're calling anyway, make up a voicemail Strategy! it's a marketing effort.
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  • Profile picture of the author imsolutionsgroup
    Search for them on LinkedIn. If you can find their profile on linkedin, see what groups they are a part of. Join one of the groups and now you have the ability to message them directly.

    Because you have to sync your LinkedIn account with your email...that message is now going to end up in the contacts email and you never have to deal with a gatekeeper!!!
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    • Profile picture of the author jimbo13
      Hi Kirby

      You sure Arfa wants her mobile in the thread? The 07xxx xxxxxx is a mobile here in the UK.

      She might not have thought of it when she said you could post her message to you.

      Just a thought.

      Dan
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      • Profile picture of the author kirbymarketingconcierge
        Originally Posted by jimbo13 View Post

        Hi Kirby

        You sure Arfa wants her mobile in the thread? The 07xxx xxxxxx is a mobile here in the UK.

        She might not have thought of it when she said you could post her message to you.

        Just a thought.

        Dan

        good catch. just deleted
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        • Profile picture of the author arfasaira
          Kirby,

          thanks so much for this - that's very helpful so I'll be tweaking my script to see how this works for me. I'm excited about the two appointments I've managed to get with (relative ease).

          I have to say, I HATE cold calling, but with the advice of everyone here on the thread, it's totally ok and not as bad as I thought it would be.

          One thing I'd love to know - if I don't get any responses to the voicemails, should I call back after a week or so? Is there a whole new strategy for dealing with voicemails?

          thanks so much everyone - you're helping tremendously!

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          "Sales Letter Conversion Rate At 19%??" Get Your Own Kick-Ass Converting Copy Here!
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  • Profile picture of the author Jason Kanigan
    Your VM:

    "Hi, this is ____; I've got a quick question for you. It's 00:00 here in/on (city/the west coast/wherever you are), and I'll be in my office until 00:00. My number is ###-###-#####. Thanks!"

    2/3 call back out of curiosity.

    And then you'd better have your 30-second commercial ready, 'cause the first question out of their mouths is going to be, "So what's this about?"
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    • Profile picture of the author kirbymarketingconcierge
      Originally Posted by Jason Kanigan View Post

      Your VM:

      "Hi, this is ____; I've got a quick question for you. It's 00:00 here in/on (city/the west coast/wherever you are), and I'll be in my office until 00:00. My number is ###-###-#####. Thanks!"

      2/3 call back out of curiosity.

      And then you'd better have your 30-second commercial ready, 'cause the first question out of their mouths is going to be, "So what's this about?"
      Yes. you need to respond because it will go that way.

      since Jason (and John D) are good at what they do and mention Tone, I will input it here.


      "what's this about" ?

      It's about how I helped a small biz. like yours (30 seconds or less about the 48% thing).
      TONE = cool & calm, matter of factly.

      so I might be able to help yours.... if your interested.
      TONE = I'm not trying to sell you, If you want to "buy In" on what were doing thats fine.

      I am real busy right now but can spend 5 minutes now or schedule a phone appt.
      TONE = you called me, you can do what you want, were both biz people, I respect my time and yours, but you called me back so I am in control...in a nice way.

      Or would you like to pass on hearing more details?
      TONE = your a big boy, so am I. a yes or no if fine with me. Is he still curious? probably

      A Definition of Tone :

      a particular quality, way of sounding, modulation, or intonation of the voice as expressive of some meaning, feeling, spirit, etc
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      • Profile picture of the author kirbymarketingconcierge
        wanted to redirect to tread theme and get opinions. and hopefully help

        not my own stuff... that's crap.



        Along Ari Gulpers (unlock the game) approach :

        "The last thing you need....."

        Ewen's post about being nice to gatekeepers and Jason's "unsure approach"

        1. after you intro to whoever picks up the phone and gives some resistence..... you can put them at ease? does this help?

        response:

        2. The last thing you need is a salesperson ( TONE : your another biz person like them) taking your time, and the owner's time on something you don't want or need, But I have a way that

        a. has helped biz. like yours with _________ (WIFT Bullet Points)
        b. have a free _______ ( Ebook, Information, Webinar, )
        c. had some success in your industry, and with these tough times,....your company might like to check it out (TONE = no pressure, casual)...

        Besides , this can help you get a raise!!! (TONE = funny is good, break up there day with a laugh )

        etc..,

        3. are they available now or should I call back later?
        (get email, cb time, thank them...?)

        How many of us are missing this (if were not 1 call closing and/or working a mass calling strategy)

        what is the Fact? how many of the biz. you call today have a crucial biz. concern that your Product/Service can solve? 3%, 5% ???

        70 to 80 percent of marketing-generated leads are discarded because they’re not ready to buy right now. Just because sales ignores a lead, however, doesn’t mean they won’t eventually buy. In fact, only 5 to 10 percent of prospects are ready to buy right now. Source : MarketingSherpa, Meclabs 2012)

        build call back list, email list, no longer cold calls but warm calls ( I called you awhile ago )


        try to have fun while you work the phones.

        * Had a colleague while in california , met a gatekeeper from texas,
        flew out there to meet her....and yes they hooked up. true story
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        • Profile picture of the author Sab322
          Banned
          [DELETED]
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          • Profile picture of the author kirbymarketingconcierge
            Originally Posted by Sab322 View Post

            Thank you jason kanigan. but i think someone has already said this before , oops i mean kirby (didnt mean to blow your cover)
            I am Kirby

            I know what you mean though.

            heard of people having different identities.
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          • Profile picture of the author John Durham
            Originally Posted by Sab322 View Post

            Thank you jason kanigan. but i think someone has already said this before , oops i mean kirby (didnt mean to blow your cover)
            Lol, its just no fun if you cant play in the cold calling threads is it?:rolleyes:
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  • Profile picture of the author arfasaira
    That's extremely helpful - incidentally, Jason - I should mention that I used your approach with the decision makers and managed to get two appointments. I'd love to see how the VM helps me too
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    • Profile picture of the author kirbymarketingconcierge
      Originally Posted by arfasaira View Post

      That's extremely helpful - incidentally, Jason - I should mention that I used your approach with the decision makers and managed to get two appointments. I'd love to see how the VM helps me too


      I am Kirby.

      best wishes on your endeavors. 48%!!!!
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  • Profile picture of the author Jason Kanigan
    Well Kirby and I, we're definitely two different people. I don't have any sockpuppets and I'm completely against them.

    For one thing, Kirby is in Oregon, and I'm in North Carolina.

    For another, we have two completely different writing styles.


    Anyway I think what he wrote above is fine, but for my taste it's way too involved. I just get to the point.

    "So what's this about?"

    "Glad you asked. I work with <type of business/marketing managers/business owners> who are frustrated that price keeps coming up as the number one objection from potential customers...who are upset that not enough customers are coming in the door during certain peak and non-peak periods...who are concerned that their revenue is up one month and down the next, instead of always consistent. But I don't know if you're experiencing any of those issues..." and trail off.

    That's what mine might sound like.

    One or more pain points resonate with the prospect, or none of them do. If one or more does, I start asking for more info about that. Then I can monetize the problem, and move into the rest of the call. This is called qualifying your prospect.

    If none resonate, then I go for one more attempt with a different pain point, or I ask them if it's because they've never heard of me before (this is an advanced technique and is asked in a way that sounds like a quick story). If this attempt doesn't work, then they can qualify Out for 3-6 months, because they don't need what I have to offer.

    Takes 2 or 3 minutes. Very quick. No wasted time.

    And if they are interested, then within 5 or 6 minutes I can fully qualify them In or Out.
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    • Profile picture of the author ewenmack
      Arfa, I don't go for any trickery or beating around the bush...
      but then again, I'm friendly and can be light hearted where the occasion arises.

      My core message is ALWAYS the same...

      "Just calling to see if I can get you a better deal on your Efpos paper rolls."

      That includes voice messages recorded and left.

      They know exactly what I'm about and what I'm offering.

      I have a clear mind, which is free from any guilt from the trickery that others use to get through.

      There could be 2 things blocking your path here...

      1 you haven't yet nailed a super-easy to understand advantage to them

      this leads to number

      2 You aren't received well which then leads to looking for ways which border on trickery
      and you subconsciously get call reluctance.

      Look for the root cause then work through to remedy from that point.

      Best,
      Ewen
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