When trying to make sales, there is always one person in the company that holds the key to that sale.
Nope, it isn’t the main decision maker.
It’s the gatekeeper.
Now, we are not really fond of using this term of the ‘gatekeeper’, as it devalues what they do for the company they work for. However, it is a term known worldwide, and relates to the person that is normally the first person you speak to when calling or visiting a company.
They can be a receptionist, PA, secretary, or even just the person that happens to be near the phone the most.
No matter who it is, it is very important as sales people that we work our magic, overcome the gatekeeper, and to do what we can to ensure we eventually speak to the decision maker.
Are you struggling to overcome the gatekeeper while cold calling and telemarketing?
At Paragon Sales Solutions, we’ve put together some great tips on how to get past the gatekeeper and make more sales.
First and foremost, it’s important to remember that the gatekeeper is just doing their job. They’re there to make sure that their employer’s time is spent wisely and that their calls are routed properly. Showing respect for their role can go a long way! That said, here are a few tips on how to get past the gatekeeper and make more sales:
- Be prepared.
When making a call, be sure to have your script, elevator pitch, and any other pertinent information ready. Having this information at the ready will help you stay focused and on track.
- Build rapport.
Take the time to get to know the gatekeeper. Ask them questions, be friendly, and show genuine interest in their position. This will give you a better chance of getting past them and onto the person you’re trying to reach.
- Be persistent.
Don’t give up after one try. Keep trying and be persistent. The key is to make sure the gatekeeper knows that you’re serious and that you have something important to say.
- Offer a solution.
If the gatekeeper is not willing to put you through, offer a solution that works for both of you. For example, say something like, “I understand that you’re busy and don’t have time to put me through. Is there another way I can reach the person I’m looking for?”
By following these tips, you’ll have a better chance of getting past the gatekeeper and making more sales.
Of course, if you need help with cold calling and telemarketing, Paragon Sales Solutions can help. We can provide your business with the tools and resources needed to make successful sales calls, and can even make your sales calls on your behalf!
Contact us today to learn more.