Prospecting Tip #3: Getting Past The Gatekeeper

Everyone has trouble getting through to decision makers. Gatekeepers are hired and are there to make sure YOU DON’T GET THROUGH! So how do you work around that? The best way to overcome them is to avoid when they’re there. Decision makers are in early and/or work late, so try them then. Call them before 8 or after 5 before the gate-keeper gets in or after they leave so you have a direct line to the person you’re trying to reach. You’d be surprised how many people you get through to.

And if you do catch the gatekeeper, don’t sound like every other salesperson. Try a couple things to mix it up:

• Use the shortened version of the decision maker’s name (I.e. “is John there?” Not “is Mr. Smith or Johnathan in?”)

• When they ask who’s calling say things like “It’s John just calling him back.” You have called before so you’re trying again, it’s not a lie, just mix the words around to sound more casual

• Use their name and get to be friendly with them. You’d be surprised how many gatekeepers might just put you on the decision maker’s calendar if you ask after they get to know you

• Ask when a good time to call back would be