The corporate decision makers usually seek refuge behind the gatekeepers to stay away from the reach of persistent telemarketers. The gatekeepers might ask marketers to send an email instead of calling, or tell straightforward that the bosses don’t take sales calls or present other obstacles, which brings us to the big question:
How to Get Past the Gatekeeper?
Businesses spend a lot of money to buy business lists. Therefore, for their investments to be worthwhile, their telemarketing team needs to be efficient at dealing with the gatekeepers. On that note, let’s take a look at some simple tips for telemarketers to reach out to decision makers (DM), without wasting much time with the gatekeepers:
Intonate like a seasoned professional
Managers are not treated the same way as the workers, so it is necessary that you make the gatekeeper believe that you are important. Speak slowly and articulately in a calm voice and try not to divulge more than what is required. When gatekeepers believe that you are a senior person, they might let you you get through or at least not grill you with multiple questions.
Use the knowledge of the gatekeeper
A gatekeeper restricts the interruptions in the routine of the DM but might have important information about the business. Talk to the gatekeeper to find out if you have approached the right person for the work and try to cross-check all the details you have with the gatekeeper. The questions that you ask need to be simple and non-intrusive to get a better picture of the DM.
Don’t commit the mistake of pitching to the gatekeeper
The gatekeeper isn’t the buyer but someone with the power to connect you with the decision maker. If the gatekeeper, for instance, asks “Can I tell my boss what the meeting is regarding?” – don’t pitch your business to them. Irrespective of how desperate you are to turn a potential lead into a sale, don’t pitch to the gatekeeper.
Always try to sound natural
Avoid using scripts when trying to get past a gatekeeper, and plan your approach based on the rhythm of your conversations with them. An effective way is to plan the responses to the key objections that might come from the gatekeeper, but make sure that there’s room to improve the dialogue during the conversation.
Don’t think the gatekeeper to be your enemy
Remember that a gatekeeper is the connect between you and the corporate decision maker. A part of their job is to manage the demands of their boss. When you consider the gatekeeper as an enemy, it gets even more difficult to communicate and establish a cordial business relation.
Marketing is an art and what works for the other person might not work for you. It is, therefore, better to create your own style of bypassing the gatekeeper instead of rigidly following the set rules. In all cases, you need a trusted business list broker that can pave the highway of success for your business, by providing the details of targeted potential customers. Once you cross that bridge, all that will be left to do is buy business lists.