| Getting around Gatekeepers |
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Since there are few magic bullets for getting around the pervasive voice menus, I'll focus this edition on strategies for getting around, through, and receiving cooperation from the gatekeepers who are preventing us from directly reaching the decision-makers.
Here are seven strategies for you to begin using today, which will assist you in your telephone sales success. (See if you are using these ideas in your calls!) Strategy #1: Whoever is asking the questions, is in control of the call. Don't like being asked whom you are, whom you are with, and what youíre calling about? No problem. You go, first! Here's how your opener may sound: "Good afternoon, ABC Company, Meredith speaking." First of all, I have used an exclamation point with her name. That makes the gatekeeper feel important (See, I snuck in Strategy #2 right there!) Second, I have shared who I am and my company. She can't ask me, because she now knows. Full disclosure throws gatekeepers off. They like to ask questions, because they've been trained to do so. Third, I've asked the question about Fred's availability. You notice I used his first name, only. That works well when calling someone with a smaller company (Strategy #3.) If the company is larger; no problem. Just include Fred's last name in the question. However, (Strategy #4), I prefer to use just his first name, because that presumes familiarity with Fred; whether I know him or not. It sounds good to the gatekeeper. Strategy #5: Build a relationship with your gatekeepers. Once I know the gatekeeper's name, I include it in my database for future reference. (Hey, no one said I have a great memory---thatís why contact management software was invented!) Every time I call the client, I know who may answer in advance. That way, Iím prepared to have a brief conversation with the gatekeeper. Everyone wants to feel important. Keep in mind that quality gatekeepers are trained not to spend too much time schmoozing; and they are busy too. So be friendly, be quick, and make sure your voice is enthusiastic, confident, and warm. Strategy #6: Ask for help, or a favor. If the decision maker is out a great deal, ask the gatekeeper the best time to reach him/her. For example: "Oh, Fred is out this afternoon. May I put you into his voicemail?" Strategy #7: Be quiet and wait for an answer (remember Strategy #1?) Resist the urge to interrupt Meredith while she thinks of his schedule, looks up his calendar, or calls his assistant for more information. I have about a 95% "reach" rate, by using this valuable technique. Try it! There you go. Seven strategies that will help you gain more confidence on the phone, build relationships with gatekeepers, and ultimately, close more sales! (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
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