SalesHQ

What are some of your tips to get past the gate keeper?

  I take it you want what some of us say to get the gate keeper to let us through?

i love cold calling - but in my new position it's not the most practical tool...When i do however, I make calls to non-corp locations to extract information.    I will usually visit 10-15 of their non decision making locations and extract all kinds of information.   While doing this I also do alot of research on the web, read the companies missions, their financials, D&Bs', jigsaw, etc before I make an initial phone call.....TO be a consultant, you have to know more than your product -----YOU HAVE TO KNOW THEIRS.  

When cold calling, if I can't get thru to the person I need, I usually go to another department (or even location) and start asking questions.  Gatekeepers are there for a reason, to keep people like you and me from taking up the time of the person we are trying to see.  By going thru someone else, sometimes I can get enough information that arms me with a better reason for the meeting or even a reference to see the main person.  Sometimes it takes a couple of meetings with the underlings to gain confidence so that I can get to the main person, but persistence always prevails.

 Usually throuhg their friends I deal mostly with c-lvl,owners, they have friends that I am currently selling.

Yes I am lucky.

win - in sales - it's a combination of alot of things sometimes.......whether the stars were lined up the right way - the dm was in  the parking lot and dropped their breifcase, or you just did your job the right way....

Increase skill set - Increase Calls Telephone and in Person - Increase scheduled appointments every week = INcreased Sales...

Simple Formula

PLan you work - Work your plan,,,Get Big Paychecks and give half to the Governmne,t

That's what I do kind of rich...I'll sometimes ask the gate keeper questions...prequalifying questions in a sence...I want to get a feel for what they currently are doing with their advertising and their business...almost like prequalifying the client but to the gatekeeper....make them feel involved like part of the crew...have them get involved....building trust with the gatekeeper can win yourself the contact.

Rich - I think that is strong....I am going to try that in a few situations I am stuck in...

I don't think that the receptionist would hold a grudge...Her job is to assis the person your calling on so they can run the company profitably and effectively...You are a resource and a toold to make that happen - therefore they all need you...  You'll have plenty of time to make friends with her during while you are waiting to get into his office....

I think it is brilliant and I am going to do it today!  Will keep you posted........

Great suggestion.  I do think that the more you research the more you will impress and also have the potential to discover new ways to add value.

iam5050 says ...

i love cold calling - but in my new position it's not the most practical tool...When i do however, I make calls to non-corp locations to extract information.    I will usually visit 10-15 of their non decision making locations and extract all kinds of information.   While doing this I also do alot of research on the web, read the companies missions, their financials, D&Bs', jigsaw, etc before I make an initial phone call.....TO be a consultant, you have to know more than your product -----YOU HAVE TO KNOW THEIRS.  

 Great time saver.

I am sure all do this though?

  Brian do follow up and inform us how the fed ex worksMy Gate Keepers are easier then most. Though  they are going to become tougher

LOL you did like that idea.

Me too!  I don't think an assistant would be upset!  Maybe they won't even find out!

I received two calls today, 1 from the personal secretary of the CEO and CFO of a Frotune 500 company to set up appointments.  These are f**ing Humoungous Accounts!!!!!!!  Rich glad you didn't ask for royalties!!!!!!

I am going to do this to every non customer I have on my list....I can't believe I have never thought of something so dumb.....I put those $10.00 lottery tickets in my packages...I am going to get a disk made with a show on it of me, my customers and a quick commerical or maybe a little thumb driver they can keep which will automatically load my video.....Anyone know how to do this?

RIch - not dumb - more like simple idea... I used a bad choice of words. " CONCEPTION OF TERMS"    

sometimes we just get to involved - and forget about the basics....