How to get a gatekeeper to unlock the castle gates...

by hayfj2
6 replies
Stop answering the stupid questions PAs, receptionists & gatekeepers ask you.

Turn the tables and Ask them..


1. John's not in, is he?

"yes" he is

2. He's not in a meeting is he?

"no he's not" will be the reply

3. He's not on the phone is he?

"no, he's not."

4. OK, put me through, please



Stop answering their questions, and start ASKING them questions from the "off"....



PAs, receptionists expect you to present on the phone and SELL - not ask them questions They're so used to asking you - Who are you, which company are you from, who do you want to speak to.

Head them off at the pass.

Hope that gets you thinking.


Try it, and let me know how you get on.



Regards


Fraser
#castle #gatekeeper #gates #unlock
  • Profile picture of the author Mwind076
    It works, we do it all the time...however it doesn't work on everyone and you need to know what you're doing for when they either catch on or cut you off immediately because they know what they are doing. If you aren't prepared for that, you'll go down faster than a lady of the night.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mwind076 View Post

      It works, we do it all the time...however it doesn't work on everyone and you need to know what you're doing for when they either catch on or cut you off immediately because they know what they are doing. If you aren't prepared for that, you'll go down faster than a lady of the night.
      More often then not, its not what you say, but how you say it.

      The key to his example is that he sounds like he is supposed to be calling.
      that opens the doors for him ... more then the actual questions.

      He uses the questions to create the vibe of - I am a client / I belong / ect

      Good stuff Fraser
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  • Profile picture of the author John Durham
    Originally Posted by hayfj2 View Post

    Stop answering the stupid questions PAs, receptionists & gatekeepers ask you.

    Turn the tables and Ask them..


    1. John's not in, is he?

    "yes" he is

    2. He's not in a meeting is he?

    "no he's not" will be the reply

    3. He's not on the phone is he?

    "no, he's not."

    4. OK, put me through, please



    Stop answering their questions, and start ASKING them questions from the "off"....



    PAs, receptionists expect you to present on the phone and SELL - not ask them questions They're so used to asking you - Who are you, which company are you from, who do you want to speak to.

    Head them off at the pass.

    Hope that gets you thinking.


    Try it, and let me know how you get on.



    Regards


    Fraser
    Thanks Fraser,

    This may be the best technique I have come across yet!

    These kinds of things require a caller to break out of their comfort zone a bit to try and disciplin themselves a little (not much), to make sure they are adhering to it consistently until it becomes a part of them.

    It does require a bit of practice to pull lines like this off smoothly without flinching, but making them part of your style increases your conversion sooo much, and is sooo worth it.

    Your sharing this is an advancement for all cold calling kind on the forum.

    -John
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  • Profile picture of the author hayfj2
    Thank you John.

    A tip of the hat to you too, sir

    You're one of the few, whose posts I read and enjoy on here too.

    - respect.

    Regards


    Fraser
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    • Profile picture of the author SeanThomas
      Great technique for passing gatekeepers, I have used a very similar technique when I used to cold call and found great success with it. It does work 9/10, just depends on your delivery, don't be hesitant be confident and ask the question as soon as she answers the other one, don't give her a chance to think let alone speak and you will get through every time.
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      "The less you expect of me the harder I'll work to prove you wrong. The more you expect of me the harder I'll work to exceed those expectations."
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  • Profile picture of the author PsycFa
    This is very useful when you actually know the name of the owner. Some of the prospects I usually track; they do not have the owners' name, hence it becomes a bit tricky.

    But if you do not know the name of the owner, you can use subliminal techniques such as "urgency", "issues with the business" etc..

    For example,

    Hello I am calling from MGM, I found that there is a terrible issue with your website, i would like to speak to the owner about it...

    Most of the time, the gatekeeper would ask you what are the issues..or simply pass you through..

    If the gatekeeper ask you; you can come up with two responses based on the person's tones; whether it is bold or a bit shy or too curious;

    1. If you do not mind; I would rather prefer to speak to the owner himself so I can explain to him in more details directly.

    2. Sure thing; like i said i noticed a few issues with your website that is costing your business quite a few hundred bucks weekly; that is why it is of utmost importance I speak to the owner asap.

    You can twist it the way you want...! But if you do know the owners' name; don't overdo it; just go with the ones that OP posted.. It works like a charm as gatekeepers are not prepared to be questioned in most cases so throwing them off their games would b a plus for you.
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