How to Open the Gate to Speak with Prospects

A quick tutorial entitled, “Gratifying Gatekeepers,” appears in the May edition of Selling Power. It includes three tips to get this well-paid group of assistants to help you connect with the person they guard.

Humor, sending gifts, and showing appreciation are the targeted methods, but aren’t there better ways to connect with the person who gives the “OK” to buy your product or service?

I was once a gatekeeper, and even though I hung up my cleats years ago, I doubt that today’s assistants will let you speak with the boss even if your joke is side splitting.

One guy called my boss as early as 7:00 am and as late as 6:30 pm to market a service. Each time I answered the phone. No matter what he said or did, I never let him through. Why not? Because my boss told me, “I don’t want to talk to him.” That ended any chance for him to win the sale.

Are you in this position now? Is there any solution? Because of my administrative training, I make no marketing calls. Instead, I:

1. Learn about the prospect’s favorite charities and social functions so that I can be in attendance at the same event. This works if the person is local rather than in a faraway state or country.

2. Look for a connection through LinkedIn and meet virtually. This has worked for me numerous times.

3. Ask my networking friends, by Email and telephone, for a lead to speak with the person. I continue to be amazed how close connections are between individuals.

If you really want to turn a prospect into a client, getting through the gatekeeper is not the only way. There are too many opportunities you’re overlooking to make the sale.

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June 20, 2008 | Filed Under Customer Connections, Problems & Solutions 

Comments

2 Responses to “How to Open the Gate to Speak with Prospects”

  1. Flora Morris Brown, Ph.D. on June 22nd, 2008 2:12 pm

    This is great advice Shirley.

    Thanks to modern technology and an increasing number of ways to network, going through the gatekeeper is no longer the only way to reach prospects.

  2. Shirley George Frazier on June 23rd, 2008 9:32 am

    I’m certainly happy about this too, Flora.

    The “old” way of getting through to the check writer is just that — old. Those who succeed look for side and back doors to get what they want.

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