I cannot tell you the number of times in the course of sales trainings I get asked that exact question. Everyone wants the ninja gatekeeper techniques. In fact, many sales trainers have written books on just that topic. But that leaves us with an unanswered question: why are we trying to get past the gatekeeper in the first place?
"I have a certain prospect who is surrounded by a fortress. What should I say to get past that gatekeeper?"
Here are three ways to avoid ever dealing with a gatekeeper
- Cold Equals Difficult: Whenever we are trying to connect with a prospect that doesn't know us from Adam, we are putting ourselves in a low-percentage and difficult situation. Can we make sales from cold calls--unequivocally yes, but that doesn't mean that it's the most effective use of our time. Instead, use prospecting strategies that avoid cold prospecting.
- Introductions are King: Getting introductions to your prospects from those already in your network is the number one best way to connect with a new prospect. No gatekeeper techniques required because the prospect will be expecting your calls. Just remember that an introduction is just that--an introduction--not a "tell-him-I-sent-you" lead. Be sure to have your introducer actually make the introduction.
- Attract Prospects to You: Every organization must have some inbound activity coming to them. Whether it is through search engine traffic, blogging, mailers, speaking, email marketing, or bird calls, there must be some consistent efforts to attract your prospects to find you. This will make your life and the life of your team much easier to have some inbound activity in the mix.
How do you avoid the gatekeeper? Please share below.