Getting Past the GateKeeper

7 Strategies on Getting Past the Gate Keepers

Do you ever feel like receptionist, administrative assistants or department operators are screening your calls and keeping you from reaching the decision maker? Well, that is exactly what gatekeepers are doing. Here are 7 Strategies to get past the gate keeper.

1.    Research. Do your research before you ever send an email or pick up the phone to call a new potential customer. Be prepared and knowledgeable, rehearse potential questions and have answers ready. Be prepared to overcome objections. Never get defensive, always be calm and stand your ground. You have something they need.

2.    Aim high. Start at the top begin with the boss, reach out to the “C” level Executives, CEO, COO, CIO. Find the key decision maker and invest your energy in getting to that person. Make sure your Pitch is Perfected and you have something of value and interest to them. You have 30-60 seconds to capture their attention. Have a catchy tagline or phrase to peak their interest and make them want to find out more about what you have to offer. 

3.    Treat Gatekeepers Like Gold.  Business Executives “I have people calling them all day. It makes a difference in sales success to recognize and treat the assistant or the gatekeeper like the golden resource they can invariably turn out to be. Let them know how much you appreciate their professionalism and their assistance. Let them know you’ll be sending a note of appreciation to their boss (and then follow through). 

4.    Use A Personal Touch. Send a handwritten note. Get to know your customer Make it a point to write down and remember their personal interests and details of the individuals you work with. Also remember the Law of Reciprocity in the favors you ask of people. Have something of value to offer them.

5.    Learn the Art of Email.”   With email being ubiquitous, the methods of using email communications to advance a sales process are an art. Having the right Tagline, Catchy Phrases, Free Gifts, Following up on our previous conversation. I was referred to you by.  Never try to sell in your first email, offer an article some valuable insights and information to gain their trust and peak their interest. It should point out a challenge or problem the company an offer a solution. Next comes the call to follow up on the email.  Include the gatekeeper on the follow-up message to ensure the recipient gets it. 

6.    Integrity & Honesty Build Trust. Particularly in selling, the honest statements of “I’m not sure my offering is right for you,” are disarming. They are honest, and they leave nothing for the listener to combat in examining with you if there is, indeed, a fit to be had. Being fully honest is the sign of a good long- term partner. Research shows that good partners actually conduct more business and earn more revenue over time.

7.    The Art of Getting to Yes.  In selling, learn to listen more than you speak, Let the other party take the opening position. Listen carefully to their thoughts and concerns. Ask questions and listen intently to the answer, they will provide you with all the information and ammunition you need to assist them. Great negotiators learn to flip the discussion around politely and quickly. 

Remember the Gate Keeper is not the Enemy

Whoever is acting as the Gatekeeper is just doing their job. Part of that job is managing demands on the Executives time.  Be sure to sound like you are also a Senior Executive, speak with authority and confidence. If someone believes that you are important, they will treat you differently. The Gate Keeper has a wealth of information about the company and you can always check your facts with them. Show them respect, be personable and empathetic.  Remember they may not always be the gatekeeper. Be conversational and ask them about themselves, make them feel important, don’t try to manipulate them.

A great example; is a customer I called on for several years. I would personally take the time to visit this individual in a certain department who was not a decisionmaker and had no buying power. I simply made it my business to get to know everyone in the organization. Eventually this person acquired their Ph.D.,  and MBA and when the company experienced a re-organization, he became the CIO. Was I ever glad I had paid attention to the nobody. We went on to do millions of dollars of business together. Gatekeepers are not your enemy, they just don’t know you. Your job is to help them get to know you and for you to get to know them.