Gatekeeper Tips

Among all of the roadblocks faced in the sales process most would arguably agree that the GATEKEEPER is one of the biggest obstacles. Charged with the responsibility of carefully screening calls, gathering information for their boss and, in many cases abruptly forwarding your call to lower level staff, the GK can be your best friend or worst enemy.

So, the question is how is the best way to hurdle these barriers?


Here are some tips:

• When the GK is open to learning more about the reason for your call but not willing to connect you to the DM (Decision Maker) get the GK involved and engaged. Tailor your presentation on how you can help the GK. If they ask for information send a hand written note/envelope- - better chance to be opened! Follow them on Twitter and LinkedIn to see what topics and what individuals they are following. Be polite and ask for their advice. Do your research, be prepared and be genuine at building your relationship! Executed properly will get you a plug to the DM and on the calendar!

Ex- If you sell insurance products the value to the GK may be all of the administrative tasks associated with health care, payroll and HR are handled by the vendor- thus saving the GK multiple hours of administrative work. Be creative!

• When the Gk is stone cold and not very receptive the challenges are a bit more complex. How about sending the GK and the DM a handheld tape recorder with a customized greeting and invitation to meet. Always send two recorders with two separate recordings customized individually. Follow this up with a calender invite or a creative and fun greeting card to both the GK and DM. The DM's card can even have a picture of him/her on the front of the card..This will get their attention!

Don't let the GK stop you cold in your tracks. Remember the movie "Wall Street"? Bud was persistent, creative and personable with the QUEEN of all GK's and finally got in to see the MASTER behind the 20 foot tall double doors!