Getting through the "Keeper"

Posted by Walt Gerano on Wed, Aug 14, 2013 @ 01:42 PM

While you believe in the process of getting more introductions and referrals, sometimes you still have to fill in your calling with prospects who are not expecting your call.  Here is another installment of the Referral Minute from Bill Cates the Referral Coach about dealing with the gatekeeper and some ideas that might help.

One age-old obstacle to reaching prospects is the “gatekeeper.” If you’re trying to reach prospects at their offices, then you’re already nodding your head.  I feel your pain!

While there is no magic key that always gets you through, here are some ideas I’ve used myself over the years.  Again, no magic involved – just working all the options to the best of my ability.

1. Naturally, the stronger the introduction the more likely your prospect will either set up the first phone appointment directly with you or get his/her assistant involved in getting the appointment set up.

2. Email or LinkedIn introductions will usually get you talking (electronically) directly with the prospect. When I reach a prospect, he/she often cc’s the assistant to work with me to schedule a call.

3. Even if you’ve been introduced – but especially if you haven’t – think about mailing some valuable information to the prospect first – to spark their interest in hearing from you.

4. When mailing a packet to your prospect, get their assistant involved in the process. I usually call the assistant to alert them to the fact that I’ll be sending something. I often ask the assistant if I can send the item directly to them, for them to then deliver to my prospect. Then I follow up with the assistant to verify my package has been delivered.

5. Always be kind and professional with the gatekeeper. In fact, don’t be afraid to have a little fun. If the gatekeeper finds your behavior rude in any way, that will get conveyed to your prospect. Not good!

Stop thinking you can totally avoid having to deal with the gatekeeper. Sometimes the gatekeeper IS your way in.

Tags: Cold Calling, Referrals, Bill Cates