Ways / Techniques To Get The Owner On The Phone?

13 replies
Does anyone know any techniques to get the owner on the phone. Like ways that will make the gatekeeper just put you through as if the call was urgent.
#owner #phone #techniques #ways
  • Profile picture of the author cnwoke24
    i need help with that too
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  • Profile picture of the author mscopeland
    How did you get the lead? Chamber of commerce directory?

    Hi, This is Michael Copeland, I got your number from the Whatever Chamber of Commerce directory, is Owner first name there?

    This is the gatekeeper, what is this about?

    Well, I'm calling about the directory, is he there?
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  • Profile picture of the author Voasi
    Get the owner's name and ask for him by name. I talk about doing this here:

    http://www.warriorforum.com/offline-...addresses.html

    You can also buy lists from InfoUSA.com where they have the business owners name. Then you don't have to "ask" for the business owner, you just ask for him like you know him.

    If it makes you feel better, you could send a letter and say, "Hey, I sent him a note the other day and I told him I'd drop him a line this week, is he in?" ...clear your conscience
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    • Profile picture of the author imnumberone28
      I understand getting their name & all but they still bull**** me :/ i like the chamber of commerce idea i think it could possibly work
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  • Profile picture of the author kennethtang
    State your name, state where you're from. Then ask for owner by name.

    When the gatekeeper asks what it's about, state your intention and ask for the owner again.

    Don't try any "clever tricks". It p*sses people off. But that's just me. When I'm at my place of business and a call comes in, it had better state who's calling and and for what. Then I will decide whether to take the call or not.

    If the caller somehow manages to get me on the phone with some trick, he's not going to sell me -- ever.

    But that's just me ;-)
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    • Profile picture of the author BradleyC
      Originally Posted by kennethtang View Post

      State your name, state where you're from. Then ask for owner by name.

      When the gatekeeper asks what it's about, state your intention and ask for the owner again.

      Don't try any "clever tricks". It p*sses people off. But that's just me. When I'm at my place of business and a call comes in, it had better state who's calling and and for what. Then I will decide whether to take the call or not.

      If the caller somehow manages to get me on the phone with some trick, he's not going to sell me -- ever.

      But that's just me ;-)
      Agreed. Me to.

      When we don't know the owners name we anticipate to make 2 calls with the first calls primarily purpose of getting the owners name.

      1st call. "Hello. My name is ______. I need to speak to the owner. Who would that be?"

      If the gatekeeper asks a question, we answer it and then ask the question again. For example, they ask, "what is this in regards?"

      We answer with a benefit. "We help businesses _______. We generally speak to the owner of the business about this. What is the owners name?"

      If they ask another question, again, we answer the question and again ask for the business owners name.

      Our sole goal for this first call is to get the owners name.

      Once they give the name, "Is ____ available?"

      If not, we'll reschedule to call the business 7 or so days down the road, but when we make our next call we ask directly for the owner without any introduction, "Is _____ available?"

      We'd call like we were old buddies of the owner. Obviously if they ask questions, we directly answer them, and again, ask for the owner.

      You ALWAYS follow the answer with a question WITHOUT a pause so they can't ask you another.

      Remember, the person asking the question is the person in control of the conversation so you want to be the one asking the questions, not the gatekeeper.

      Bradley
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  • Profile picture of the author Jason Kanigan
    Here's what I teach:

    The biggest problem with gatekeepers that you have is in your own head!!

    As soon as you both lapse into that standard attacker and defender setup, you're doomed. So change the game--turn the gatekeeper from an enemy into a friend! How to do this?

    The gatekeeper wants to defend their boss from having their time wasted by a salesperson offering something not needed. If you try and run over, around or past the gatekeeper, they'll just get annoyed. So use a bit of psychology to take care of this. When we're a little unsure, people will instinctually move to 'rescue' us.

    "Hi, I'm calling for Michael Jones."

    "Who's calling please?" <the wall is up>

    "Well..."<and now we're a little unsure> "Maybe you can help me." <now the gatekeeper is listening. The wall is beginning to disappear> "My name is ***** and I"m with *****. We <and share the main problem or two that you solve, but keep it brief--one or two sentences>. So I don't know...who do you think would be best to talk with about this at your company?"

    And be quiet until they answer you. Most gatekeepers are completely non-technical, and now their wall is down, but they're overloaded--so they respond by nicely sending you along to the decision maker. Gatekeepers WANT to pass responsibility along! Start thinking about this, and observing what your own thoughts and reactions concerning gatekeepers are.
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    • Profile picture of the author herbaluss
      Originally Posted by kaniganj View Post

      Here's what I teach:

      The biggest problem with gatekeepers that you have is in your own head!!

      As soon as you both lapse into that standard attacker and defender setup, you're doomed. So change the game--turn the gatekeeper from an enemy into a friend! How to do this?

      The gatekeeper wants to defend their boss from having their time wasted by a salesperson offering something not needed. If you try and run over, around or past the gatekeeper, they'll just get annoyed. So use a bit of psychology to take care of this. When we're a little unsure, people will instinctually move to 'rescue' us.

      "Hi, I'm calling for Michael Jones."

      "Who's calling please?" <the wall is up>

      "Well..."<and now we're a little unsure> "Maybe you can help me." <now the gatekeeper is listening. The wall is beginning to disappear> "My name is ***** and I"m with *****. We <and share the main problem or two that you solve, but keep it brief--one or two sentences>. So I don't know...who do you think would be best to talk with about this at your company?"

      And be quiet until they answer you. Most gatekeepers are completely non-technical, and now their wall is down, but they're overloaded--so they respond by nicely sending you along to the decision maker. Gatekeepers WANT to pass responsibility along! Start thinking about this, and observing what your own thoughts and reactions concerning gatekeepers are.

      This is what I was taught also don't make the gatekeeper your enemy.
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      • Profile picture of the author David Miller
        Spend a little time in an office and you might develop an entirely new mindset about this gatekeeper image that we all have. The image of the tried and true front office receptionist, admin assistant or secretary, actively screening calls and protecting the boss from unnessecary calls from lowly peddlers of goods such as the likes of us!

        This is the typical scenario in almost every office I've ever owned, worked in, visited or otherwise had some in personal interaction.

        Ring, ring.....
        Gatekeeper: ABC Company, may I help you.
        Salesperson: Is John Smith in?
        Gatekeeper: Who is this?
        Salesperson: Joe salesguy?
        Gatekeeper: May I tell him what this is about?
        Salesperson: I'm with XYZ and I want to speak with him about DEF.
        Gatekeeper: Is he expecting your call?
        Salesperon: (Insert some clever thing that will get you through)
        Gatekeeper: Hold on.
        Gatekeeper: Does absolutely nothing and rings through the call and he or she doesn't know who you are anyway.

        Here's my point, 99 out of 100 times, the gatekeeper puts callers through hoops and then just rings the calls through. It happens in my office 50 times a day...I see it, hear it and a victim of it.

        Just ask for Joe or Bob or John or whatever, tell the gatekeeper, "he knows me" and 99 out of 100 times you'll get straight through. The gatekeeper is NOT going to say, John Smith is on the phone he says he knows you....it happens ONCE in a hundred times!
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  • Profile picture of the author emailwiz
    it depends on what you are selling. if u r selling seo just be forward with your intentions, don't hide it, u will be surprised how little trouble u have. for example i call and the secretary answers. I say "Hello, I noticed this company's website wasn't on the first page of google, who can I speak to about helping this business become more visible online". they always transfer me to the right person, I have never experienced any difficulty from the gate keeper. Another example, if you are selling web design service just say "I noticed this company doesn't have a website, who can I speak to about designing one for the business", etc
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  • Profile picture of the author MaxReferrals
    Call either:

    Very early in the morning; or

    Very late in the day.

    Typically, odds are in your favor you might get an owner to answer the phone, who is working outside of normal employee hours.

    Always works for me.
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  • Profile picture of the author Bayo
    Simple.

    You have to have something that the business owner cannot resist wanting to know about.

    There is no single 'one answer' that fits all niches but, having an irresistible offer, piece of information, problem-solving solution that you know will resonate with them is all you need.

    Bayo
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    • Originally Posted by Bayo View Post

      Simple.

      You have to have something that the business owner cannot resist wanting to know about.

      There is no single 'one answer' that fits all niches but, having an irresistible offer, piece of information, problem-solving solution that you know will resonate with them is all you need.

      Bayo
      want to echo what Bayo said.

      Imagine the empowerment you'll have, esp. with th gatekeeper if you have something that you know can help them.

      just off the top of my head.

      Gatekeeper : "what is this about"

      Rebuttal : I have ______ that works in your industry, your competitors are doing or looking into it, and I'm familiar with your business.
      are they in right now? get name, best times to reach, they're not in ? good time to get email, etc.. any info. is good, just ask for it.
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