Tip:
Highlight text to annotate it
X
Day 11 – The Gatekeeper
Okay – so you don’t have the budget for a super cool marketing device to send to your
prospect to get their attention. You just need to pick up the phone and make the call.
But something happens. Some other person answers your call and demands to know who you are
and what you want. This person is known as The Gatekeeper. This person’s job is to
screen calls for their boss. Nobody gets in who the Gatekeeper thinks does not deserve
to speak to the boss. These are strict instructions, although often misinterpreted.
My first approach in dealing with the Gatekeeper is avoidance. I do this by pretending the
prospect and I are good ole buddies. I do this with the tone of my voice.
“Bill Murray’s office - This is Joanne.” I reply in a very casual, slightly rushed,
“Hi Joanne. This is Louie Bernstein. Is Bill there?” My tone sounds like I am calling
just to confirm our golf date and I’m in kind of a hurry. You’d be surprised how
often this gets you through. It’s all in the theatre. A good Gatekeeper, however, will
stick to the script if they do not recognize the name. “Yes, Louie. Does Bill know you?”
Or, “Yes, Louie. What company are you with?” Once those questions come up, so does the
wall. Just answer honestly and succinctly. If Joanne will not put you through after your
answers, my suggestion is to ask if you can leave a voicemail. Sometimes the Gatekeeper
will say, “I’m Bill’s voicemail!” In this case thank Joanne very much and start
to deliver a long and involved message. There is a good chance she will tire of this and
either put you through to Bill or “discover” Bill’s voicemail.
Sales Homework - Come up with three things to say to get past The Gatekeeper.
1. 2.
3.
Sales Managers - You want your sales people as aggressive as possible but you do not want
them to act dishonestly or unethically. Coach them on being polite, professional and determined.
You may only get one shot this prospect.