Deliver a handwritten note, request an in-person meeting, or send your prospect and their assistant some marketing swag. While this approach may not be realistic for every sale, adding a personal element can go a long way toward bypassing gatekeepers. There’s a big difference between confidence and arrogance- one will help you reach your prospect the other could cause you to lose a big sale. Be sure to refer to our previous point and remain respectful. Although cold calls can be nerve-wracking, it’s important that you conduct yourself with confidence and authority.Ĭlearly explain who are, who you’d like to speak with, and what the purpose of your call is. You’ll have a difficult time reaching a decision maker if the gatekeeper doubts your seniority. The second you become rude, impatient, or dismissive, you have a good chance of losing the sale for good. Be kind and let them know you appreciate their help-whether or not they connect you with their boss. Consider them a valuable resource that can help you make a sale rather than something standing in the way of your sale. This should go without saying-but we’ll say it anyway: Treat receptionists, assistants, and phone operators with respect. Keep reading! How To Get Past The Gatekeeper 1. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. If this is something you struggle with, have no fear. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss-the decision maker.Įssentially, gatekeepers hold the key to B2B sales success. Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers-and for good reason.
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