How to get past gatekeepers
In the world of B2B sales, getting past gatekeepers can be a challenging feat. These guardians of the decision-makers stand as the first line of defense against the tidal wave of sales calls inundating their desks. So, how do you differentiate your B2B sales call from the other thirty that the gatekeeper has blocked today? We’ve done some analysis, and here’s what we found:
Respect the Gatekeeper’s Role
It’s easy to underestimate the authority a gatekeeper wields within an organisation. In the modern age of varied communication methods, their role has evolved to be more demanding and vital than ever. Most gatekeepers are now highly-qualified, trusted professionals. Treat them with the respect they deserve.
Do Your Homework
Before picking up the phone, arm yourself with knowledge about the company. Be ready with relevant news or information, and don’t forget to ask for the gatekeeper’s name. This demonstrates your credibility and shows that you value their role.
Build Rapport from the Start
Building a rapport with the gatekeeper can significantly shorten your path to speaking with the senior decision-maker. A friendly, respectful approach can go a long way.
Successful sales calls involve empathy and understanding. When you ask for the gatekeeper’s help and guidance, you stand out from the crowd of assertive sales calls. For instance, you could ask, “What’s the best way to communicate with Mr. Prospect?”
As you continue your conversation with the gatekeeper, gradually assert your authority. By this point, you should have gained their respect, become familiar on a first-name basis, and earned their trust. This positions you better to take control of the conversation.
Don’t forget about the gatekeeper once you’ve achieved your desired outcome. If you’ve had multiple interactions, call them back and express your gratitude for their help in navigating the process. This gesture can leave a lasting positive impression.
Getting past gatekeepers is no easy task, but with the right approach, it’s possible to make inroads and connect with the decision-makers you’re targeting. We’re eager to hear about your own experiences and tips for successfully navigating gatekeepers in your B2B sales calls.
Here at Broadley Speaking, we specialise in complex markets and sectors that demand an intelligent approach to engage with senior decision-makers. We can even provide LinkedIn Sales Training to support and enhance your internal sales team’s efforts.
If you’re looking for further insights or assistance in your B2B sales endeavours, feel free to reach out. We’re here to help you succeed.
To find out how our approach could help your business, email email@example.com, or call 0800 988 7253