B2B Getting Passed Gatekeeper.

[KidsGotHeart]

I've been searching the forums, but can find any thing solid to say when a secretary puts up resistance.

 

[xrac]

I've been searching the forums, but can find any thing solid to say when a secretary puts up resistance.

There are many ways to attempt this. One way is to call before the gatekeeper starts to work. Often the boss will be in the office before anyone. Also try calling late in the day after the gatekeeper leaves.

 

[ksurfer86]

Try to meet or start out with someone higher up then her, say "Fred from tech asked me to call in"....try walking in and befriending the gate keeper, bring him/her coffee or some pens or something. Persistence works too!

 

[Rearden]

Make more cold calls.

Get the name of the decision-maker. Then, call back in a week and ask for him by name.

The rejectionist won't remember you.

 

[Josh]

Another approach I've seen work very well is using the value proposition with the gate keeper. Depending on what you're offering they may actually be a great advocate. For example, the person answering the phone may not be happy with their current insurance coverage and have been complaining to their boss about it, now you've got someone in your corner. If you're calling on small businesses about half the time the person answering the phone is going to be heavily (or entirely) involved in the decision making process.

 

[Crabcake Johnny]

Just be aware that many gatekeepers are on strict orders not to let sales calls through. You need to identify that quickly and just move on.

If you try to get too clever, or flat out lie to get past them that all you've accomplished in the end is a angry owner who then in turn chews out the receptionist.

 

[stuy119]

Depending upon whether it's a secretary/assistant or a receptionist, handle them as if they were the decision-maker. Make their life easy, and don't try to get around them. Tell them why you're calling, ask about the situation, find out what information they need to "vet" you, and what information they would need to set up an appointment.

If they are willing to help you out with that, then you have a "suspect" on your hands, potentially a "prospect." If they aren't willing to work with you on that, you have nothing and should treat it as such.

 

[Full Throttle]

I just tell them it's a sales call when they start asking questions and ask for their help. Direct is the only way for me, too many businesses to call on to worry about the rest.

 

[Crabcake Johnny]

One thing that can be discussed, if if you're only looking to speak with small business owners then do what I do and scrub the list to minimize hitting them in the first place.

It's be no means a perfect system, but I spend about 15 minutes per list and delete all the records where I know a gatekeeper is going to answer.

 

[EugeneM]

I always ask for a name or title directly. Person who handles line is played out... If they ask what its about give them everything and ask for their help. If they hang up move on.

I always ask for the owner and get passed down.

I have a lot of experience in B2b I dont mess with residential at all.
Is it group life and heath or commercial?