GETTING PAST THE GATEKEEPER
Here are 3 ways – that actually work – to get past the gatekeeper:
#1 – AVOID THE GATEKEEPER ALTOGETHER
People always ask…
“What do I say when I get the gatekeeper?”
“How do I get through the gatekeeper?”
“How do I get past the gatekeeper?”
Actually… the best and easiest way to get past the gatekeeper…
Is to avoid the gatekeeper in the first place.
So, how do you do that?
Call the office when the gatekeeper typically isn’t there!
Gatekeepers are usually nine-to-fivers. They’re not staying late or coming in early.
And they’re certainly not working on the weekends.
BUT…
The decision-makers you’re trying to reach… usually DO come in early and/or stay late… and they’re also in the office on SATURDAYS, too.
SO…
Try calling on weekdays between 7:30 am and 8:30 am and between 5:30 pm and 6:30 pm, and try calling on Saturdays.
You might find you just get the decision maker, who picks up the phone THEMSELF… and NO GATEKEEPER for you to deal with at all!
#2 – BE FIRM WITH GATEKEEPERS
Gatekeepers have two responsibilities:
(1) to keep the salespeople out, and
(2) to let the important people through.
You probably know that, but what you might not know is that it’s WORSE for a gatekeeper to accidentally keep an important person OUT than it is to let a salesperson through.
So, gatekeepers are usually very careful about making sure all the important callers DEFINITELY get through to their boss (your prospect).
SO… you can use this to your advantage.
Most salespeople, when they’re talking to gatekeepers, are nice, friendly, and gentle.
Instead of that, try being firm and authoritative (but not rude).
Why?
Because, to the gatekeeper… nice, friendly, and gentle = salesperson that I need to keep out.
And firm and authoritative = important callers that I need to let through.
#3 – BE VAGUE WHEN GATEKEEPERS ASK YOU QUESTIONS
Most gatekeepers are trained to ask you certain questions when you cold call their boss.
The most common is, “Where are you calling from?”
And if you say, “I’m calling with TruPowur”… YOU’RE DONE.
You’re dead, already.
So, instead, try being vague.
Next time you get the “Where are you calling from?” question, just say “Dallas.” or whatever city you’re in… (and be firm and authoritative when you say it!)
This can create some fear in the gatekeeper that you’re actually an important caller that should be put through, and this can increase your chances of being put through, by a lot.
BONUS – ASK FOR SOMEONE THAT GATEKEEPERS WILL PUT THROUGH
This is my favorite, and have used it for years.
Gatekeepers are trained to ask you certain questions when you ask for their boss.
So, instead, try asking for Accounts Receivable.
Unlike Account Payable which pays the bills, Accounts Receivable is responsible for taking in payments, so you most likely will not get questioned, because the Gatekeeper thinks you’re calling to make a payment and may transfer you without question.
Once you are transferred, I like to remove the question of who I am by stating “I don’t recall having spoken with you in the past. Are you new there?”
Their answer is not important but gives you an idea or feeling of the type of person they are based on how they answer the question.
Are they going to be helpful, etc?
Most will want to be helpful in getting you the information you need or connecting you to the decision-maker or Boss.
