I have a new blog friend who has a question that several of us out there could answer.
I’m going to throw in a comment myself, but I wanted to hurry and get this post up before I head out of town tomorrow.
Here’s the scenario: You’re a salesperson who is making a cold call. You need to get past the gatekeeper/receptionist. How do you do that and have success?
Do you try to win her over ? Do you just state the facts, ma’am ? What do you suggest ?
Then, add a little info on ways this person could get the target to call him and make an appointment, which would alleviate his pain.
I’m counting on you regular readers to help out here … even if you do the post on your own blog and link to here.
The image is from Mark Zug, who is a master illustrator if I’ve ever seen one.
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{ 16 comments… read them below or add one }
Send her flowers and a card. Call to make sure she gets them, but don’t ask to be put through.
Call back a few days later and tell her why you should be put through.
After that, simply identify the target’s pain and tell why your product alleviates it.
Thanks BC ! I knew a suave gentleman like you would have a go-to plan.
You recovering attorney’s have it all.
Here’s an old joke that’s actually worked for me.
The receptionist looks accusingly at me and says, “Are you a salesman?”
To which I replied: “Well, my boss doesn’t think so.” Quick smile as I say that and while she’s laughing I admit that, yes I am, and try to give her a compelling reason for me to get past her. I seem to recall this worked twice out of six or eight attempts.
Regards,
Glenn
Thta’s sure worth a try, Glenn.
I appreciate you stopping by and for giving us something to think about.
I’m not a salesman, therefore I wouldn’t introduce myself as one. I’m a businessman, a provider of solutions, a peer to her boss. I would explain the terms of the business partnership I’m seeking and why it is significant to her boss. I would acknowledge her as a fellow human being worthy of attention and respect.
I would send her flowers, too, with a thank you note, but after talking with her, regardless of the outcome.
Would it open any gates? No idea.
I generally treat ‘gatekeepers’ the way I want to be treated:
Hi! My name is Patrick. I am a salesman. I would like to schedule an appointment with Mr.________.
Could you please help me?
Then I shut up and wait.
This is very effective for me.
Hi David,
Thanks for those athoughts.
Speaking about the subject to her indicates you think of her as an influencer. If it makes her feel like she’s part of the process, shouldn’t that make her feel empowered and more likely to try and help … if the proposal is worthy ?
Hey Patrick,
Asking for help and using silence is a great, great way to force her to make a decision.
She then becomes afraid that if you’re really somebody that will help them, she doesn’t want to be the one that turned you away.
BTW, Patrick, that’s an outstanding logo over at your site.
I have a situation. I cannot get past the DOOR. and I mean the real door. I have tried in person, I have called. Now, I have emailed. The gatekeeper is fierce. I need help.
Phyllis, you have to feed the Door Troll.
Some want food, some want more power, some want ego stroking, etc.
Maybe if you make a presentation to the Door Troll FIRST and let the Door Troll introduce you to the buyer, so she can get some credit for FINDING you, maybe then she’ll let you pass.
Semd me an email with the what’s, why’s and product info and I’ll see if I can offer some advice.
mike -at- simplenomics.com
I AM A SALESPERSON – I CAN NOT GET PASS THE GATEKEEPER –
I ASK FOR THE PERSON – I GET WHO CAN I SAY IS CALLING –
IF I TELL HER WHO IS CALLING – I WILL NOT GET ANYWHERE.
WHAT DO I DO???
Uh, … change your name ?
Uh, … call on people who might actually need your product or service ?
Uh, … sell something that doesn’t get the phone slammed in your ear ?
it seems that a new trend exists where executives have empowered project managers and directors to run a process to evaluate and reccommend systems now days.
However, the person that runs our company believes that if the executive will not meet with you, the deal is not real. I have signed significant deals that have been run by PMs and directors. Anyone else see this trend?
Bob,
I play the role of a Vendor manager/PM at my company. All outside vendors are handled thru me. My executives rely on me to give them a final presentation as to what company to choose. They will choose based on what I tell them and then sign the contract. Outside companies very rarely get a meeting with executives and processing is handled thru me and many company assume that I make the decision. I really just sell the best offer to my boss and they sign it.
Dan,
How would you/do you feel if I, the sales guy, have already talked with your boss and he has referred me down to you. Then I follow up with your boss after you and I talk.
Are you offended?
As a rule, I try to never talk to the vendor manager/PM until AFTER I’ll talked with the guy with the ultimate purchase authority.
I value your thoughts?
Patrick,
I used your respectful approach to the gatekeeper and it has worked wonders. Not only is the gatekeeper more friendly, but I am happier with the positive message I am giving.
Janet