Getting past vs engaging the gatekeeper ?

4 replies
Their was many opportunities where i was able to get information about the decision makers name from gatekeepers, with the help of the warrior team advice and suggestions.

However, they always respond with something like

"that would be _____ that handles that, can i take a message " ?

I often hang up or say no thanks, and go to the next one.

However, i feel like their lying, and i feel like i wont be able to improve if i always hang up given their objections.

how can i engage them to make them feel comfortable with putting me through or how can i get vital information from them so i can better prepare myself with the dm.

This in the case of selling digital marketing/seo.

If im always trying to get past the gk, how does one ever expext to close deals with the big guys ?
#engaging #gatekeeper #past
  • Profile picture of the author Claude Whitacre
    Originally Posted by Clautusoar View Post

    Their was many opportunities where i was able to get information about the decision makers name from gatekeepers, with the help of the warrior team advice and suggestions.

    However, they always respond with something like

    "that would be _____ that handles that, can i take a message " ?

    I often hang up or say no thanks, and go to the next one.

    However, i feel like their lying, and i feel like i wont be able to improve if i always hang up given their objections.
    You didn't get an objection. You got a receptionist who was doing their job.

    Say, "No. I'd like to talk to them directly please."

    If you like, you can hang up, and call back a few days later, saying, "Bob Jones calling for Jim Smith".

    Me? I'd just ask to speak to them directly.
    {{ DiscussionBoard.errors[10412231].message }}
  • Profile picture of the author Joe Stewart
    Originally Posted by Clautusoar View Post

    Their was many opportunities where i was able to get information about the decision makers name from gatekeepers, with the help of the warrior team advice and suggestions.

    However, they always respond with something like

    "that would be _____ that handles that, can i take a message " ?

    I often hang up or say no thanks, and go to the next one.

    However, i feel like their lying, and i feel like i wont be able to improve if i always hang up given their objections.

    how can i engage them to make them feel comfortable with putting me through or how can i get vital information from them so i can better prepare myself with the dm.

    This in the case of selling digital marketing/seo.

    If im always trying to get past the gk, how does one ever expext to close deals with the big guys ?
    Claude is spot on (again).

    I simply ask their name again to confirm it. Example, "you said that's Bob Smith?" As I write it down.

    I then ask if he's available to talk for a minute. Here is when I'll get resistance sometimes. They my ask "what is this regarding?" I handle that upfront in a way that makes many of them feel foolish. I tell them exactly who I am, the company I'm with/own, where I'm located and why I'm calling right off the bat!

    Example: "Good morning! How are you?

    Reply: "Fine. How can I help you? or "I'm doing well. How are you?"

    Me: Depending on how they respond, I'll say something like "You now, it's funny you would ask me that. You got a minute to listen to me whine? (This will usually put a smile on their face. I'd never use it unless they were very nice, though.)

    Them: "How can I help you?"

    Me: My name is Joe Smith. I own XYZ Company over in Anytown, USA. I'm a national distributor of red, white and blue widgets and from time to time I get on the phone to bug people like you in order to expand my business.

    I'll then say "I'm looking for the person who's in charge of purchasing/making buying decisions for (your product/service)? Who would that be? Are they available?"

    At this point, if they ask "what's this regarding? or "who are you with?" I'll simply begin to repeat what I said with emphasis on I OWN XYZ Company". They'll realize that I already told them who I am, what it's regarding, the purpose of my call, etc. Many times they'll apologize by saying "Oh, that's right. You already told me that. Just a moment, please."

    I don't have anything to hide and I always want to start off a relationship in a good way. This is VERY important if you're offering products/services on the backend and plan to stay in contact with these people in the future.

    On the other hand, some gatekeepers are on a power trip and will rarely or never let you through. I've had customers where I could make a sale almost every time the buyer would answer the phone, but if the gatekeeper answered she'd never let me through, regardless of whether the decision maker had bought or not.

    One way around this is to make note of the time she's there and call before work, during lunch time or after work.

    If it becomes too difficult I'll simply move on. There are lots of other people to talk to.

    HTH
    Signature

    My New "Share All" Blog Is Coming Soon! Online & Offline Marketing, More!

    http://www.UnCENTSored.com

    {{ DiscussionBoard.errors[10412312].message }}
  • Profile picture of the author Michael Nguyen
    If you get the

    "that would be mr X but he's in a meeting, can I take a message"

    You know you DON'T have to answer their question? Take control back and say "That's not a problem, when is a better time to call back?" 9 times out of 10 you will get a day/time. Now slot it in.

    What you also need to do, is feel out is whether you're getting screened and if you are, its going to be difficult to get yourself put through in which case, you need other tactics.

    eg try the following if the above does not work

    1. Call before 9pm
    2. Call after 5pm
    3. Call the wrong number and asked to be transferred

    Don't get hung up on GK, there's always someone else that WILL put you through or the next number will be a decision maker that picks up. Do more volume of calls before brushing up on tactics.
    Signature
    {{ DiscussionBoard.errors[10412752].message }}
  • Profile picture of the author mjbmedia
    Phone up to the sales/ customer service dept first off to talk about a potential order or make up a customer service issue and get it 'dealt with' , then ask that person to put you through to the MD as you want to report the excellent service and especially that staff member, I think they'll do their best to put you through.

    Or talk to a non or lesser decision maker involved with what you are selling (same department ), get them interested /onboard, then invite them to connect you and semi promote it , not formally of course but they can open doors for you even though they wont make the final decision.
    Signature

    Mike

    {{ DiscussionBoard.errors[10417099].message }}

Trending Topics