Eight Quick Methods For Getting Around The Gatekeeper

BypassingThe Gatekeeper, Reaching the Target

The following eight tips are proven ways to get around the gatekeeper. Not only have these strategies worked for those I’ve trained, they've also been effective for me, personally. I would enjoy hearing what has worked for you, too. Email Dennis.

1. Sales Research
2. The Get Around
3. Be Creative
4. Timing
5. Use Commonalities
6. Voice Mail
7. Customer Referrals
8. Kindness, Respect Humor

One - Sales Research

1. Research. Knowing with whom you want to speak with prior to calling, is a tremendous help. Utilize any avenues you have to acquire this vital information, including the Internet, library, or mutual acquaintances. By knowing who your contact is AND how to pronounce their name, you will come across as a business acquaintance rather than just another sales call.

Two - The Get Around

2. Get around the phone system. Navigate the automated menu to speak directly with a member of the sales department or a totally "off person" to determine the correct contact. Once, for example, I was doing some telecommunication sales calls with a client. When he landed in the automated phone system, I told him to push the extension for the operator and then ask for engineering. Once in the engineering department, Gary, the head engineer, was quite knowledgeable and very helpful in giving us the correct contact, background information on how many times their system had gone down and when the contract was up.

Three - Be Creative

3. Be Creative. Send an appropriate gift or incentive via special courier service. I, sometimes deliver my promotional video along with a hot pizza to large prospects. Since my product is me, we paste a large picture of one of my training sessions with the words “Compliments of b2b Sales Expert, Dennis Kyle & Positive Results” to the top and inside of the pizza box. The note with the promo video reads “Take a break with Positive Results. Our sales training and consulting guarantees to fatten your sales — no guarantees on the pizza, however.” Even if the prospect doesn’t actually eat the pizza, it will be shared in the office by the sales force and gatekeeper. You can imagine how much friendlier the gatekeeper will be the next time I call. He or she will also remember my name!

Four - Timing

4. Timing. Knowing when to call is extremely important. Decision makers often come in early and leave late. Calling early in the morning or late in the evening often connects you directly with top-level decision makers thereby completely bypassing the gatekeeper.

Five - Use Commonalities

5. Make use of commonalities you share with the decision maker. Through your research, find out if you are both members of the same golf course, alumni or association. Then call their assistant and ask if they will be attending one of the events for that group. If they intend to be at an event, show up. Many associations offer lists of their members. Utilize lists like these to determine which associations are more profitable. There is no better way to get to C-level personnel than a common bond away from the office.

Six - Voice Mail

6. Voice Mail if you must. If you get passed on to voice mail over and over, never actually sell over voice mail. It may be necessary to leave a message, but don’t sell. Don’t try to be cute and leave some intriguing message, either.

If you have a mutual relationship or referral, use it. If it's genuine, you may also try humor. When playing phone tag with a prospect or customer, I will occasionally say something goofy like, “It's Dennis again, your voice-mail’s new best-friend.”

When you leave your return phone number, also leave your email address. Many busy CEOs will send an email before returning a call.

Seven - Customer Referrals

7. Get customer referrals. Mutual relationships will help you get in the door. When trying to land a big customer, ask your other clients if they know the decision maker you are attempting to reach. Honing your ability to ask for referrals is a sure method to increase sales.

Eight - Kindness, Respect & Humor

8. Kindness, Respect and Humor. Best of all, when dealing with the gatekeeper use your kindness, respect and sense of humor. You want them on your side — working for you, not against you. These principles are the strong suit of Positive Results Selling™.

Tough Gatekeepers

Even though you are going to run up against tough gatekeepers, remember that gatekeeping is their job. Just like you take classes on sales techniques and "getting through the gatekeeper," they attend classes on being tough guardians. Give ‘em a break — but never give up!