I understand you feel that way. Many of my clients felt that way in the beginning. However, once they had a chance to speak to me they found they couldn't afford not to have our products.
Hi, Rod. As a rookie stockbroker, I learned that my time worth a lot of money. That being said...remember it's a numbers game. If you're spending time trying to get to one person, politely hang up. 300 dials/day were typical for me. That was in 1999. Now, there's a lot of new laws/rules about cold calling, especially for resident numbers. Just a pointer...figure out how much you're likely to earn from cold calling. Divide by number of hours that you work each year. Divide your earnings by the number of hours. That will give you an expectation of what you earn per hour. The take it down to the ridiculous level until you find out how much you will make every time you press one single number on your phone. That will distract you from your results, which you can't control. I had it at about 15 cents/per telephone button. Good luck and I hope this helps.
Our marketing department gets through the gatekeepers by physically bringing them free stuff that has our branding label on it. We target our market and call ahead to ask if its okay to bring them free stuff and how many employees are listed at that company. Then it is as simple as making the baskets and hitting the pavement.
Then there's the internet! Make them come to you by branding yourself everywhere you can on a regular basis to keep your rankings high. We have a specific person to keep up rankings.
We are chronically solicited by sellers of everything and good gatekeepers are so important. With a busy medical practice, the potential seller or representative must be aware of this. They need to think like a busy professional too. It amazes me how many sales reps call the office and want to speak with me, and now! They often don't know I am female! Learn your target audience! My gatekeepers do give me all of my messages and I do meet with reps, but I chose to meet with the reps that already understand what I do and know something about me - they did their homework first!
They did not call up the office and start rambling about how great their product is, all reps and companies think their products are great. I do agree to meeting with your target buyer at network events and chamber events. I DO NOT agree with the 'wisdom' of calling the office every week and badgering your potential buyer. I get so annoyed with this that I am not interested!
Be kind to the gatekeeper, do ask their name, do ask to send information and literature. Yes small gifts can help but not always.That can be expensive. The reps that make it past my gatekeepers are something special and almost always worth the time it takes to meet with them.
Get to know the "gate-keeper" include them in what you are doing. They deal with folks trying to get in the door daily and most treat them as a receptionist/obstacle versus someone who can help them. Make them feel important to you and your process.
Remember people buy from people they like and trust, and I would say the first step is to make a friend. I have found the easiest way to building rapport with someone is to pay a sincere compliment. Visit my website markjosephwilson.com and get a free copy of my book Closers Get Paid hope you enjoy it thanks...
304 answers and no one mentions another name they are answering if they like there approach or what they specifically say to get past the person. We also have people advertising their businesses and services that have nothing to do with the question. But being we are talking about gate keepers, what are you specifically referring too, the guard at the gate or a receptionist?
I believe you keep stopping by anyway even if they know about your business
because with determination you may stop by one day the the client is having a very bad day with is supplier and that will be your Lucky day
Business from Paradise Valley Phoenix, AZ
Answered on Apr 6th, 2018
Lots of great answers here! Over the years of cold calling, I have found a few things helpful when dealing with gatekeepers:
1- Know the name of the decision maker and ask if that person is available. (Note: If they respond with "what is this regarding"...then move onto step 3).
2- Remember, whatever questions you ask must be phrased in a way to get the answer you are looking for. (ex. May I speak to Bob? Rather you should ask....Is Bob available? Or Is someone from your Human Resource Department available?)
3- Prepare a 30 second script ahead of time....I said script NOT pitch. Resist the urge to pitch the gatekeeper. This is something that you will perfect over run-ins with other gatekeepers.
After a while the gatekeepers will begin asking "Do you work with us currently?" rather than "What is this regarding?" and this change is a direct reflection of the cold caller...not the gatekeeper.
FYI....I am sharing a condensed version of my process but hopefully some of this is helpful information. Thank you for letting me share! :)
Answers (1-10)
What about feel, felt, found?
I understand you feel that way. Many of my clients felt that way in the beginning. However, once they had a chance to speak to me they found they couldn't afford not to have our products.
Hi, Rod. As a rookie stockbroker, I learned that my time worth a lot of money. That being said...remember it's a numbers game. If you're spending time trying to get to one person, politely hang up. 300 dials/day were typical for me. That was in 1999. Now, there's a lot of new laws/rules about cold calling, especially for resident numbers. Just a pointer...figure out how much you're likely to earn from cold calling. Divide by number of hours that you work each year. Divide your earnings by the number of hours. That will give you an expectation of what you earn per hour. The take it down to the ridiculous level until you find out how much you will make every time you press one single number on your phone. That will distract you from your results, which you can't control. I had it at about 15 cents/per telephone button. Good luck and I hope this helps.
Tommy
Our marketing department gets through the gatekeepers by physically bringing them free stuff that has our branding label on it. We target our market and call ahead to ask if its okay to bring them free stuff and how many employees are listed at that company. Then it is as simple as making the baskets and hitting the pavement.
Then there's the internet! Make them come to you by branding yourself everywhere you can on a regular basis to keep your rankings high. We have a specific person to keep up rankings.
Hope this helps. Make it great and nothing less!
We are chronically solicited by sellers of everything and good gatekeepers are so important. With a busy medical practice, the potential seller or representative must be aware of this. They need to think like a busy professional too. It amazes me how many sales reps call the office and want to speak with me, and now! They often don't know I am female! Learn your target audience! My gatekeepers do give me all of my messages and I do meet with reps, but I chose to meet with the reps that already understand what I do and know something about me - they did their homework first!
They did not call up the office and start rambling about how great their product is, all reps and companies think their products are great. I do agree to meeting with your target buyer at network events and chamber events. I DO NOT agree with the 'wisdom' of calling the office every week and badgering your potential buyer. I get so annoyed with this that I am not interested!
Be kind to the gatekeeper, do ask their name, do ask to send information and literature. Yes small gifts can help but not always.That can be expensive. The reps that make it past my gatekeepers are something special and almost always worth the time it takes to meet with them.
Get to know the "gate-keeper" include them in what you are doing. They deal with folks trying to get in the door daily and most treat them as a receptionist/obstacle versus someone who can help them. Make them feel important to you and your process.
Visit my website markjosephwilson.com and get a free copy of my book Closers Get Paid hope you enjoy it thanks...
304 answers and no one mentions another name they are answering if they like there approach or what they specifically say to get past the person. We also have people advertising their businesses and services that have nothing to do with the question. But being we are talking about gate keepers, what are you specifically referring too, the guard at the gate or a receptionist?
I believe you keep stopping by anyway even if they know about your business
because with determination you may stop by one day the the client is having a very bad day with is supplier and that will be your Lucky day
Lots of great answers here! Over the years of cold calling, I have found a few things helpful when dealing with gatekeepers:
After a while the gatekeepers will begin asking "Do you work with us currently?" rather than "What is this regarding?" and this change is a direct reflection of the cold caller...not the gatekeeper.
FYI....I am sharing a condensed version of my process but hopefully some of this is helpful information. Thank you for letting me share! :)
Bottom line - DO YOUR HOMEWORK!
NOTE: KNOW YOUR SALES PROCESS!
Here are a few more suggestions: