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None Shall Pass? A Message from a Gatekeeper

by Joel
7 replies
Lots of discussions in this forum about getting past the gaterkeeper ... thought these were 2 good articles to share:

None Shall Pass? A Message from a Gatekeeper
None Shall Pass? A Message from a Gatekeeper

Speak, Friend and Enter: The Key to Getting Past the Gatekeeper
Speak, Friend and Enter: The Key to Getting Past the Gatekeeper
#gatekeeper #message #pass
  • Profile picture of the author Aaron Doud
    Shows once again that Gatekeepers are not in your way. They are your way in.

    It still amazes me in sales how much focus is on getting past the gatekeeper vs. using them as your in.

    The people on the phones are often the most liked people in the office in my experience. Why would you want them introducing you nicely to the guy you need to talk to? Hell they can get you to the right person vs. "the owner". Unless the business is dirt small the owner isn't who you need to talk to anyways. Exception would be businesses like where I work with multiple owners in which case certain things go to certain owners. But no single one of them covers it all. They simply have management positions beyond what they normally do.
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    Aaron Doud - Sales & Success
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    • Profile picture of the author Joel
      Can't get through to the person you want to speak to .... ask the Gatekeeper what you would have asked the person you wanted to speak to ...

      - By doing this you are showing respect to the Gatekeeper
      - Most often the gatekeeper can't respond to the details of the questions you want to ask & will feel that they have to refer you to the right person

      Joel
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      "Without data or facts, you are just another person with an opinion"

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    • Profile picture of the author XponentSYS
      Originally Posted by Aaron Doud View Post

      Shows once again that Gatekeepers are not in your way. They are your way in.

      It still amazes me in sales how much focus is on getting past the gatekeeper vs. using them as your in.

      The people on the phones are often the most liked people in the office in my experience. Why would you want them introducing you nicely to the guy you need to talk to? Hell they can get you to the right person vs. "the owner". Unless the business is dirt small the owner isn't who you need to talk to anyways. Exception would be businesses like where I work with multiple owners in which case certain things go to certain owners. But no single one of them covers it all. They simply have management positions beyond what they normally do.
      I second this. I've a lot of experience dealing with Chiros. We sell all kinds of " done 4 u" services to them all sorts of ways.

      Take for example my friend Myra, who is a CA (the term for a chiropractic office assistant). Her boss has been a client for years - yet I've never spoken to her. It's always Myra.

      She's the face of the office - as well as the real boss. What Mrya says goes.
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  • Profile picture of the author MWalden
    You will come across the one's that hate their job and could care less.
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    • Profile picture of the author XponentSYS
      Originally Posted by MWalden View Post

      You will come across the one's that hate their job and could care less.
      Sure but who wants those types anyway. There are also OWNERS like that, too.
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  • Profile picture of the author PanteraIM
    I just press "2" and get put thru to accounts receivable. These people are much easier to deal with than the GK as they're usually customer service types and not trained to screen out the lovable cold caller, best of all you can say OOOPS I think I may have come thru to the wrong line.. am I speaking with the business owner? Oh.. front desk put me thru here.. can you put me through? Thanks dear..

    Most times they don't think anything of it..

    Either that or I'll be really specific and confusing when dealing with the GK that she gets sick of talking to me and transfers me out of frustration. I personally don't buy the idea that she's there to help you, she's really not. She's there to answer the phone, not to facilitate a business transaction. Don't pitch the bi..
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  • Profile picture of the author ronrule
    I know a guy in sales who, after getting hung up on with the standard "not interested" line, he'll call right back and say "Look, I don't mean any offense, but this is kind of important and I don't think your boss would appreciate you interrupting his business decisions, now can you put me through?"

    I'm continually blown away by the fact that this works more than it doesn't. lol
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    Ron Rule
    http://ronrule.com

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