Cold Calling Problem - The Gatekeeper

15 replies
Only just started cold calling and 2/5 of my calls have had the same response so I just wanted to ask this question to get a good answer.

I am using the yellow pages for leads and there is only business name and not the individuals name, which means I have to ask to speak to the owner and not "John" or "Mr Smith" and the gatekeeper has gone into, what is this concerning, to which I say website design and online promotion (OWTTE) and they have said they are not interested and I've had a good lead down the drain, how can I get past this?

Thanks
Tom.
#calling #cold #gatekeeper #problem
  • Profile picture of the author Joel
    "to which I say website design and online promotion" - that's about YOU, not THEM!

    You must quickly let them know "what's in it for THEM" and in a manner that sparks their curiosity and sets you apart.

    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 TheCG
    I do my 20 second spiel no matter who answers.

    If it's the owner, great. Then we are talking.

    If it is an employee, most times they tell me to hold for so and so (the owner, generally.)

    If it is the gatekeeper, they will either put me through, tell me to hold while they check for interest or tell me "not interested."

    I don't worry about the gatekeeper. Call, take the shot, score or not, move on to the next one.
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    Yes, by the way, I AM in the Witness Protection Program. I could tell you who I am but then I would have to kill you.

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  • Profile picture of the author Rus Sells
    Try saying, I know! Every one says they aren't interested until they realize how many new customers they are giving away to (name a competitor in their niche) so if you think the owner is ok with waiting to get to that point to realize this on their own that's fine with me.
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  • Profile picture of the author Jason Kanigan
    Originally Posted by TomBuck View Post

    Only just started cold calling and 2/5 of my calls have had the same response so I just wanted to ask this question to get a good answer.

    I am using the yellow pages for leads and there is only business name and not the individuals name, which means I have to ask to speak to the owner and not "John" or "Mr Smith" and the gatekeeper has gone into, what is this concerning, to which I say website design and online promotion (OWTTE) and they have said they are not interested and I've had a good lead down the drain, how can I get past this?

    Thanks
    Tom.
    2/5? Come back after 100. You don't have any data yet.

    Use the Little Unsure technique.

    Don't say website & online promotion, say getting more customers.

    You don't have a good lead go down the drain in this situation; you have the knee-jerk "not interested" lie people say to protect themselves.
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    • Profile picture of the author abbot
      Banned
      Jason's little method works pretty good. But to be honest, combine his unsure idea with the entire pitch. Start out by saying I'm not sure who I should be talking to and maybe they can point me in the right direction...

      their response is usually "sure"

      Then pitch.

      In my experience, even if its the gatekeeper and they don't think they could use you, they'll typically say "Yeah you would have to talk to cindy, our office manager about that, let me put you through to her."

      At least then you're delivering the pitch every single time within 5 seconds of the answer. It saves a lot of time rather than haggling around with the goofballs at the desk...

      Originally Posted by Jason Kanigan View Post

      2/5? Come back after 100. You don't have any data yet.

      Use the Little Unsure technique.

      Don't say website & online promotion, say getting more customers.

      You don't have a good lead go down the drain in this situation; you have the knee-jerk "not interested" lie people say to protect themselves.
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  • Profile picture of the author TomBuck
    Iv'e only made 20 calls today, no conversions and not much interest but I think that's due to the way I have promoted and the leads. Does anyone have any tips or give me any advice on the 20 second intro I say to people:

    "Hi, my name is Tom Buckland, real quick, Im just calling to ask does your business have a website or do you think it would be something you are interested in?"

    I know 20 calls is nothing compared to everyone on here, but im not an overly confident guy anyway and I still find it difficult to convert the leads where they say "not interested at the moment" and you know they are you just haven't worded it right.

    Any info or tips are greatly appreciated.

    Thanks
    Tom.
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  • Profile picture of the author frostsolutions
    Are you speaking to the gatekeeper loud and confidently? If they sense that you are a person of importance, they won't even hear the words you say and simply pass you on to the decision-maker.

    Underneath your pitch, you have to give a vibe of "I expect you to transfer me".

    I also ask if the decision-maker is in the office. If they are not, I ask for a good time to call back. I've found you get an extremely low conversion rate for returned voicemails, especially if it's not a hot lead.
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  • Profile picture of the author TomBuck
    Alright that was good information, Jason knows what hes talking about. Alright this is what I got in terms of my script so far:

    "Hi, is this a bad time to talk?"

    "Alright, thanks, let me just take a quick minute, Ill tell you why I called and you can decide whether we should get talking or not, does that sound okay?"

    The next part is something Im struggling with, past hour I have been having a look around Jason's info and he talks about in one post the Italian restaurant and Monetizing the problem to get maximum value, its at: The Telemarketing Forum*.:.*What Should I Really Expect? Selling Websites over the Phone. I need a closer.

    The problem I have is I do not know how to convert that post to a 30-45 second "intro to why Im actually calling." Im promoting website creation but I also can do SEO and understand most online marketing strategies which is what interests me when he goes on to talk about how the $250 website line would not have worked, but the 3,000 increase your customers route was very good and I can see how that would be effective.

    So I guess my question is, as I am only a beginner should I go straight into this method or should I play the numbers game with a statement such as: "I'm just calling to ask does your business have a website or do you think it would be something you are interested in?"

    Thanks a lot
    Tom.
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  • Profile picture of the author Jason Kanigan
    Don't talk about SEO. It's a scary term that turns prospects off.

    Talk about getting them more customers. How you do what you do is basically unimportant to your prospect. The results you get are what matters.

    Tell them about problems you solve for businesses. If they are experiencing one or more of those problems, they'll want to talk to you.

    I just finished a call shadowing session with a client and EVERY SINGLE GATEKEEPER who he asked for help using the Little Unsure technique stopped, paid attention to him, and gave him a straight answer. He either got to speak with the person he wanted, got their email address, or got a better time to call them back.
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  • Profile picture of the author kenmichaels
    A real simple thing I never hear anyone talk about is simply asking

    Who do i talk to about referrals? Oh, thats BOB,

    Great, is Bob a sales rep, or can he actually pay me for a referral.

    Then you usually hear, actually you want Jack.

    Now you got who you want to talk to, AND you know they are interested in
    more customers.

    Easy foot in the door.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by kenmichaels View Post

      A real simple thing I never hear anyone talk about is simply asking

      Who do i talk to about referrals? Oh, thats BOB,

      Great, is Bob a sales rep, or can he actually pay me for a referral.

      Then you usually hear, actually you want Jack.

      Now you got who you want to talk to, AND you know they are interested in
      more customers.

      Easy foot in the door.
      Ken!!!!!

      That approach is so blindingly obvious and obviously effective...that it caught me off guard and made me laugh.

      Do you write scripts for these guys?

      Jason Kanigan does, and I know for a fact that they work. But everyone has a different approach.


      Originally Posted by Jason Kanigan View Post

      Don't talk about SEO. It's a scary term that turns prospects off.

      Talk about getting them more customers. How you do what you do is basically unimportant to your prospect. The results you get are what matters.
      Yup. This is the way to instantly be thought of as a commodity, and it gives the prospect something to say "No" to. Businesses want leads, sales, calls, sales, prospects, sales, and more sales. Talk about that.

      Claude "Riding on Ken and Jason's coat tails" Whitacre
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        Ken!!!!!

        That approach is so blindingly obvious and obviously effective...that it caught me off guard and made me laugh.

        Do you write scripts for these guys?

        Jason Kanigan does, and I know for a fact that they work. But everyone has a different approach.
        No, not now, not ever. I would rather be poked in the eye with a sharp stick :rolleyes:

        I do write scripts, but I am greedy, I keep them for my team.

        Edit --

        I have been hearing good things about Jason, his training and his scripts.
        I have never personally read anything of his.
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        Selling Ain't for Sissies!
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  • Profile picture of the author TomBuck
    Alright thanks guys, I got the weekend to finish my script and get a list of potential leads. I think I will try to get around 200 and then I can work out figures and conversions from there after. I will post some updates next week.

    Jason what you said in one of your videos was 100% right, you were talking about taking the pressure off yourself and simply talking about people who are interested and those who aren't. I do feel the pressure when Im calling businesses and why I probably don't sound very confident and this is something I am working on changing.

    Cheers for the advice.
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