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Getting slaughtered by gatekeepers...need help!

by sladeryan
8 replies
The past two days I've been getting hammered by gatekeepers. It's sooo demoralizing and confidence crushing! I've strictly been using Jason's unsure technique and it actually worked well in the beginning, but I must have changed something because I can't get through to anybody.

These gatekeepers even TELL ME who I need to speak to..."yes that would be Amanda"...and then won't put me through! WTF lady hook a brother up. I've just started recording my calls so I'll put some up tonight but I'm now unsure about this unsure technique

To Jason Kanigan:

Here is one post you made in the "nuke the gatekeeper thread" http://www.warriorforum.com/offline-...atekeeper.html

"OK here's the problem:

You get to speak to the person you sound most like.

Sound like a president? You get to talk to a president. (That's what the Big P is getting at in his post.)

Sound like a jittery, unsure newbie salesperson? You get to talk to the janitor.


Further problem:

Just about everybody new to making calls (me included, back in the day) is jittery.

So you have to take time and learn how to relax on the phone. Doesn't take long. But most people never stick it out to do that...they're gone in less than a couple of hours.

For newbies, I strongly recommend a technique I use even now. It allows you to be a bit jittery but still get the gatekeeper on your side and working for you. It's called the Little Unsure technique, and it's helped many people in this very forum get started with calling."

OK this post is confusing to me because the president wouldn't be unsure. He would straight up know who he wants to talk to would he not? I'll admit I must not comprehend the unsure technique because I've been purposely trying to sound "weak" in the beginning in order to garner some sympathy from the gatekeeper and it's definitely not working.

I'm not sounding jittery but definitely softer voice, confused, an 'um' and 'uh' as well in order to portray the 'please help me' frame. I have a feeling I am misinterpreting the little unsure technique.

I'm going to start trying to sound presidential and much more authoritative and try out going straight for the doctor and asking for him by first name so they think we're friends....thoughts in this approach?

yours truly,

Struggling Newb
#cold calling #gatekeepers #gatekeepersneed #slaughtered
  • Profile picture of the author Rearden
    Call them back in a week and ask directly for that person.

    Trust me, most won't remember you.

    If they ask who's calling, just give your first and last name.

    If a week sounds too early, call back in 3 weeks.
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    • Profile picture of the author kemdev
      Delivery and pace.

      I've used the same technique and never have a problem. Try it out off the phone, keeping in mind your pace and emphasis on certain words. Say it as if you we're talking to a friend over coffee. Then, slow down your pace as if you we're talking to a 2nd grader. It'll feel weird at first, but most newer people always rush because they're scared they'll get hung up on. This is almost never the case. Slowing down your pace and better annunciating your words will do you wonders both for your confidence and results.

      And don't worry if they don't put you through. That really doesn't matter on your first call. The important part is getting the DMs name so that next time you can just announce who you need to talk to.
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  • Profile picture of the author Aaron Doud
    You can be confidently unsure. In fact nothing is more confident. If you have ever experienced someone who is confident and unsure you would know what I mean.

    "Good Afternoon, thank you for calling Dallas Paper. My name is Cindy. How may I assist you today?"

    "Cindy, pleasure to meet you. My name is Aaron. I'm sure you will be able to help me here. I need to speak with the person in charge of your website and web marketing. I'm just not sure whom I should be asking for. Who do you think I should be speaking with, Cindy?"

    "Mark runs our website for us. What is this in regards to?"

    "Mark runs your website? That could be the right person to talk to. Let me take a moment to tell you why I am calling. My team helps paper companies just like Dallas Paper increase sales. We specially focus on the internet side of marketing. Cindy, would Mark be the right person to talk to about marketing? Specifically the internet side of your marketing?"

    "Marketing? Scott is our head of marketing."

    "I take it that Scott is Mark's boss?"

    "Yes he is."

    "Cindy, in that case please transfer me to Scott. And thank you again. I really appreciate all the help. Before your transfer me I have one more question."

    "What would that be?"

    "I was wondering what your supervisor's name was. I was going to ask Scott to pass along my compliments for all the help your provided me today."

    "Well thank you. We try our best to provide great customer service here. My supervisor is Jennifer Tate. She is the head of communications."

    "Great Cindy. I will make sure that Scott passes along my compliment to Jennifer. I know such things carry more weight when they come from someone like Scott, your head of marketing. To not hold you up any more, since I know you are busy, I will say good day. Thank you again and I will now hold for Scott."

    "One moment"

    Yeah I know that was fake but with the right tone the conversation can go just like that. Especially if you are confident. Add in manager like approval of their performance and they will not only believe you should be talking to that person but feel like they are helping important people, like yourself and the decision maker, in the process.

    People follow leaders. Even when the leader isn't their boss. If you sound like a leader they will help you. They can't help it. That is human nature. The only way you will have issues is if the person you are trying to reach has put specific orders to not be given calls.

    But here is the great thing. If they have they normally say things like, "Cindy please don't transfer any sales people to me. I simply don't have time for them." Why is that great? because if you come off like a confident leader the gate keeper will not see you as just another "sales person". They will see you as someone import that they can help.

    I am sure my fake conservation was similar to ones you have had already. The difference is being in control and confident. Your unsure who to talk to. But you are sure you should be talking to someone.

    Most cold callers are unsure rather people want to talk to them. So even when they have the name of who to ask for it doesn't work.

    Remember you are unsure of who to speak with. You are however always sure that your call is the most important call that person will take today.

    Can you get to that point? Where you so believe in what you are selling that when you fail you feel bad? Feel bad because you were not good enough. So now poor Dallas Paper will not receieve the best internet marketing there is. Afterall the product is perfect for them. You know that.

    If you don't believe in what you are selling that much what do you need to do to get there?
    What do you need to do to truly believe that your phone call is the most important one they will take today?

    Because once you believe you are selling the best solution and that your call is truly the most important they will take today, how could you not be confident? All you have to do it show them how great it is. And to me that sounds like fun.
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  • Profile picture of the author Jason Kanigan
    @the OP: I was talking about two different styles in the post you referenced. And why gatekeepers will block you.

    Newbies don't speak confidently, usually, so the Little Unsure technique helps them. You do not need to sound like an idiot so don't act your way into that! Just say it naturally. Like KemDev said, most people rush so slow your delivery down.

    You didn't describe what's happening after you get the name.

    When I do it, I don't even get a name typically; they just send my call through.

    I don't go into as much detail as Aaron suggested. After they say the name, I would just say, "Oh, s/he's not in, is s/he?"

    This is called a negative reversal and it's very powerful.

    So what's happening to you? Do they ask "What's this about?" right after?
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    • Profile picture of the author Joel
      Look at your situation from a different perspective - the business owner has told his/her gatekeeper, "I don't want to talk to salespeople, just get their contact information & I'll call if interested"

      Now get out a sheet of paper:
      - brainstorm all the possible ideas of what you can say, so you are not perceived as a salesperson
      - put yourself in the business owners position, what would you want to hear to make you want to speak to someone who is trying to reach you

      Test, test, test

      Joel
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      • Profile picture of the author Craig Paulson
        I am one of those business owners that gets a lot of sales calls. My secretaries have strict guidelines. Pretty much no one gets through unless I have told the office staff ahead of time that I'm expecting their call. It's not arrogance. It's a matter of productivity. That said. I have 20 employees who do take calls within their area of responsibility. So I would suggest starting low on the pyramid... get SOMEONE on the phone and pick their brain about who is who in the organization. Lower level employees will open up much more readily than presidents and/or owners.
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        • Profile picture of the author Aaron Doud
          Originally Posted by Craig Paulson View Post

          I am one of those business owners that gets a lot of sales calls. My secretaries have strict guidelines. Pretty much no one gets through unless I have told the office staff ahead of time that I'm expecting their call. It's not arrogance. It's a matter of productivity. That said. I have 20 employees who do take calls within their area of responsibility. So I would suggest starting low on the pyramid... get SOMEONE on the phone and pick their brain about who is who in the organization. Lower level employees will open up much more readily than presidents and/or owners.
          This is very true and the ear of an influencer with power is worth more than a CEO that wants to hang up any day of the week.
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  • Profile picture of the author bsummers
    The problem is not with the script, it is with you, on how you deliver. Gatekeepers are trained to filter sales calls so you might need to be charming, authoritative just to get through. If one way does not work for you, experiment. If the unsure technique does not work, try another one. Use it as a guide.
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