Few things befuddle and challenge salespeople more than cold calling. Especially getting past gatekeepers. You know, those administrative individuals who are supposed to screen incoming calls for executives. Here are two ways to get past them:
- Start your phone hello with a statement, not with a question. Let’s say you’re calling to reach Donald Jones, President of the ABC Manufacturing Company. Start by saying something like, “Don isn’t in this morning, is he?”
Embedded in this statement is a tone of familiarity. Whatever you do, avoid asking a question first. Don’t start with, “Good morning. Is Don Jones in?” Asking a question automatically places you at a disadvantage because many salespeople ask it at first. Plus, this type of question is too formal and will preclude your getting to Don Jones.
- Offer your first name to the gatekeeper, possibly last name, not your company name. Let’s say that a gatekeeper asks, “May I tell him who’s calling?” Your best response is, “Sure. Tell him it’s Bob calling.” That’s all. The gatekeeper will also likely ask, “May I tell him your company.” Say something like, “It’s OK. Just tell him it’s Bob.” If the gatekeeper persists, it’s OK to give your last name. “Please, just tell him it’s Bob Daily.” The reason: Gatekeepers are trained to do what they’re told to do.
This approach may or may not make cold calling easier for you. But it will get you past more gatekeepers.
John Rosso
CEO and Best Selling Author of "Prospect The Sandler Way"
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