Getting past the gatekeeper is one of the most important skills any sales professional can learn. Though no technique will work 100% of the time, learning a few practical tips and tricks will help you to improve your success rate and get your message across. To help get you started, here are some of our most tried and tested techniques for getting past the gatekeeper.
Give the gatekeeper the respect they deserve
Though trying to get past a receptionist or PA can be frustrating and time consuming, it’s important you don’t become impatient, rude or dismissive. Though you might want to speak to someone higher up in an organisation, remember that the gatekeeper can make or break your ambition so make sure you give them the respect they deserve. Be polite, friendly and engaging when they pick up the phone. If you can get the gatekeeper on your side, it’s far more likely your call will find its way to someone who can really help.
Add a personal touch
If you don’t get through the first time, try not to be disheartened. You can still make your initial attempt count by using it to learn more about the person you’re trying to engage with. Make a note of the gatekeeper’s name, the name of the person you’re trying to speak to and any other information you think could be relevant. The next time you call up you’ll be able to add a personal touch to your call and get a rapport going much more quickly.
Remember that gatekeepers field sales calls all day, every day; they can smell a cheesy line, or a white lie a mile off and it’s guaranteed to make them less likely to put you through to the decision maker. Instead of trying to manoeuvre your way past the gatekeeper with lies, half-truths and evasive answers – be honest. Your integrity will speak volumes about you and your company and it’s likely to help you achieve your sales goals. Remember though – don’t pitch to the gatekeeper, you should only have a meaningful discussing about your business with the person who has responsibility to make decisions.
One of the most important techniques you can ever learn in sales is how to be concise. It’s important to remind yourself that the gatekeeper is busy and probably doesn’t want to spend ten minutes listening to your spiel. If you can cut your intro down to just a few seconds, while getting all of the important information across, you’ll be much more likely to get a conversation going and be put through to the person you’re trying to connect with.
Confidence is key
If you sound confident and authoritative, the gatekeeper will be much less tempted to fob you off with an excuse and will be more likely to put your through to the decision maker. Even if you don’t feel confident – take a deep breath before you pick up the phone, put a smile on as you dial and have courage in your convictions.
If you think your telemarketing team could do with a little coaching and support, we can help. Alternatively if you would like to outsource your outbound calls to dedicated professionals, explore our site today or get in touch to find out more.