Most sales start with getting past a gatekeeper, whether it’s a secretary or an employee whose job it is to screen or block the decision-makers from solicitations. Getting past a gatekeeper is one of the most important things B2B sales reps need to do to make a sale. Spiro Technologies (spirohq.com), developers of a personal sales assistant app, offer these tips for getting past a gatekeeper:
Treat them with respect. The gatekeeper is not your enemy. They may not let you through on your first call, but if you get combative or defensive with them, you’re guaranteeing they won’t let you through on your second or your third.
Tap them for important information. You can get answers that will not only help you get an eventual conversation with the decision maker, but also prepare you for that conversation.
Be persistent. The key is to keep trying, since statistics show that the overwhelming majority of salespeople give up too quickly.
Build a relationship. If you actually take the time to get to know the gatekeeper, you might put yourself at an advantage over your competition, since most people won’t put in the investment. But be genuine. If you’re trying to be manipulative or come off as disingenuous, the gatekeeper will see right through you and shut you down.
Avoid them altogether. These days, there’s no shortage of ways to connect with people, whether it’s on social platforms like LinkedIn, Twitter or even Facebook. The classic and most effective way to avoid the gatekeeper is to get a referral, which is pretty much the holy grail of sales.
