If you are involved in either telemarketing or sales industries, you would have come across a gatekeeper. They are typically receptionists or secretaries tasked with the job to filter through who is important enough to speak to their boss, the decision-maker. Here are 5 top tips to help you get past the gatekeeper.
1. Build a rapport
When building a good rapport with gatekeepers, it is essential to be personal and friendly. If you can create a good relationship with them, they are more likely o put you through you to the decision-maker. A top tip is to note down the gatekeepers name and start addressing them frequently in the conversation.
2. The gatekeeper has a wealth of knowledge
Often the gatekeeper is full of advice and knowledge that could be useful to you. By asking them to clarify some information such as if the decision-maker is, in fact, the right person you need to talk to, or if there is someone else appropriate you can talk to can help you not to waste time at a later date. This will also help you build a picture of the company's structure, which can help you when making the appointment or sale.
3. Sound senior & be confident
Usually, when people think you are important, they will treat you differently; using a confident, relaxed tone and being articulate, the gatekeepers are proven to divulge more information and are less likely to question the call.
A tip to do this effectively is to say, "Hi, is Sarah there?" Rather than "Hi, this is Greg calling from XXX I am looking to speak to Sarah. Is she available?"
4. Don’t sell to the gatekeeper
While the gatekeeper holds power over whether you can speak to the decision-maker or not, they do not have any decision-making control. When the gatekeeper asks what the call is regarding, it is best not to sell the product or service because you will be simply wasting your time, which could affect your chance of reaching the decision-maker.
5. Call during off-hours
You may have tried several times with some prospects but still are not getting past the gatekeeper or keep being told they are busy during the day. However, a good tactic is to ring them during off-hours, such as in the early morning or the evenings. By doing this, you have more of a chance to speak to another gatekeeper who may connect you with the decision-maker or even take you to their voicemail.
Telemarketing and sales are unique skills cultivated over time and experience, so often, what works for some may not work for you. However, these five tips for getting past tricky gatekeepers will lay a foundation for developing your approach.
If you are having no luck with these tips on getting past gatekeepers, don't hesitate to contact us at JEM to see if we can use our expertise to help your business and get your telemarketing journey on track!
To find out more about how telemarketing can help your business and what telemarketing services we offer, then please call us on 01933 271717 or visit our website here.