Getting past the Gatekeeper

Here are a few ideas about getting past the Gatekeeper:

Make an allie - develop a relationship with the Gatekeeper. "Win friends and influence people".
Introduction - use an introduction from a source the prospect knows and respects.
Letter of Introduction - send a letter to the prospect a few days ahead of time introducing your offer and letting him or her know you'll be following up with a phone call.

Any more ideas?

Call outside of regular business hours when the gatekeeper isn't in the office.

Quote:

Originally Posted by Slick

Call outside of regular business hours when the gatekeeper isn't in the office.

I like it.

If you have tried all of the above and are still not have success. Try to ask for the person in charge of account receivable. Companies always patch you through when you owe them money, then that person will put you right through most of the time.

(this may be a little underhanded, and I do not like to use it but if I have gone through all other options it will get around the gatekeeper)

Thoughts

Quote:

Originally Posted by n1i1c2k5

If you have tried all of the above and are still not have success. Try to ask for the person in charge of account receivable. Companies always patch you through when you owe them money, then that person will put you right through most of the time.

(this may be a little underhanded, and I do not like to use it but if I have gone through all other options it will get around the gatekeeper)

Thoughts

I have heard worse.

Quote:

Originally Posted by AZBroker

I like it.

I agree as it is how I have gotten past many gatekeepers when I was doing telesales. Many managers work late in the office and they pick up their phone calls after hours.

All the talk is about getting past gatekeepers, but why do we salespeople have such a mindset.

Why do our prospects need "gatekeepers" in the first place.

I prefer to think of the person who answers the phone, or the assistant to the decision maker as just another person that I have to have a good rapport with. True there are some obnoxious people out there but then again I could say the same about this profession.

Is the real reason there are gatekeepers in the first place because there is a perception in salespeople's own minds that they have to get "through, round or generally hoodwink"to get to speak to another member of the team?

My best advice: treat everyone you speak to as the most important person and as your friend. Extend the hand of freindship and treat them as you would your best friend. You wouldnt try to trick your best friend now would you?

Create an urgency. Instead of asking "Is Mr. Johnson in now?", say
"I need to speak with Mr. Johnson." (I've used this with great success in appointment setting where I said I needed to speak with the current head of cleaning services).

Quote:

Originally Posted by Julian

All the talk is about getting past gatekeepers, but why do we salespeople have such a mindset.

Why do our prospects need "gatekeepers" in the first place.

I prefer to think of the person who answers the phone, or the assistant to the decision maker as just another person that I have to have a good rapport with. True there are some obnoxious people out there but then again I could say the same about this profession.

Is the real reason there are gatekeepers in the first place because there is a perception in salespeople's own minds that they have to get "through, round or generally hoodwink"to get to speak to another member of the team?

My best advice: treat everyone you speak to as the most important person and as your friend. Extend the hand of freindship and treat them as you would your best friend. You wouldnt try to trick your best friend now would you?

That is an excellent post, Julian.

These days, most attempts to reach a decision maker lands you in voice-mail hell. Then, the best thing you can do is do not leave a voice mail message, but do find the gatekeeper.

Thank you for your kind comments.

Getting past the Gatekeeper

Sales Approach Forum