Forums: Discussions for entrepreneurs and small business.

Greetings,

I am in search of effective suggestions directed to the age old question of how to get past the gatekeeper when making sales calls.

Many gatekeepers ask “What is the nature of your call?”

They are performing their job but if I wanted to discuss my business with them then I would do so.

I am seeking the sage counsel of the highly evolved minds of SUN to assist me.

Thanks in advance.

Best regards,

Mike in Atlanta

Back in the days that I worked for other people, I was a plant engineer and facilities manager which made me the target of many sales people, from toilet paper to specialized machinery.
I had a gatekeeper that would in fact give me the messages, but unless I was having stress from a current vendor for that type of item I would not return the call, nor would I take time to talk to a cold call, especially on Mondays and Fridays, people that cold call manufacturing companies (especially 24/7 operations)on Mondays or Fridays, are just insane. Those target guys are trying to either make sure everything is good for the weekend so they don`t get called in, or they are putting everything back together from the weekend.
I had this one guy that got by the gatekeeper (he turned out to be a royal pain in the ass) when he got to the automated answer he just dialed some numbers and ended up at anybodies phone. then he would ask for my title and the original person would transfer the call, not before this guy got the extension. this guy was persistent and called a bunch of numbers in the system and figured out that the lower the number the higher in the food chain the person was, he also figured out that the phone ring was different for an internal call vs an outside call. he became such a nuisance we had to block his number then his other number then had to have some legal  intervention, all because I wouldn`t try his service.I later went to work for another company that he serviced, I replaced him the first week.
Moral of the story be careful how you get around the gatekeeper, you could do more damage than good. A better approach might be get friendly with the gatekeeper, they are the gate KEEPER, not the blocker.
And when you get to whomever you are looking for, if they don`t buy don`t quit them, they may change jobs and the new place may need your service.
Just a thought.

Hi Stan,

That`s a great story.

Thanks,

Mike

Hi Mike,

I agree with Stan.  I use to do outside sales for a company.  Number one, don`t call on Mondays or Fridays.  These are the busiest days of the week for managers.  Not only will they not talk to you, they may form a negative impression of you. 

Next, contact the purchasing department.  People in this department can tell you who actually makes the buying decisions.  Sometimes it`s the head of a specific department such as building maintenance, sometimes it`s the purchasing department.  Also find out from purchasing if you need to be list on their vendor list.  It`s easier to make a sale if you are already on the list.

Next, put together a product packet that you can drop off for the person you need to see.  Include in the packet a letter of introduction.  The letter should also include a note that you will call the following Tuesday or Wednesday to set up a short meeting.   Used the word "meeting" as it does not imply any obligation to buy anything.  Then drop the packet off at the appropriate department.  

Asking for a meeting also shows respect for the person you are to meet with.  Cold calls show disrespect for the person.  And, most managers won`t waste time with a salesman that does cold calls.

Hope this helps.



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The older we get, the more excuses we make for not chasing after our dreams. But truth is, goals are attainable at any age.

Hi S. Patrick,

Meeting is an excellent choice of words.

Thanks,

Mike

I have been on both ends of this topic.  I have had a sales guy call me to sell me their services.  We didn`t need it at the time so I said no.  The smart thing he did was ask, "May I leave you with my name and contact for future reference".  Sure enough, we needed his help 6 months down the road.  Moral of the story, you may not get the immediate sale but it`s more important to plant the seed.

I have also been the sales guy during my younger years. :)  The trick is not to call when the gatekeeper is at the gate.  I usually call after hours (around 6ish) when the gatekeeper goes home to be the housekeeper (sorry, bad joke).  Usually around this time, the person you`re trying to get a hold of is less busy and may have time to chat. 

Just joined, looks like a very active community.  Hope to contribute more to help others out.

Take a look at this previous topic:
"How do I get past the Secretary"

MaxB : A lot of gatekeepers will actually patch you through to the right person if you tell them, "The nature of your call."

I have found that Sabeier is correct.  Simply asking for help gets you everywhere.  They are generally happy to help.  I also find it helpful (and polite, and the right thing to do) to not talk to whomever answers the phone like they are just the Keeper.  Treat them like a person, not  machine for dispensing information and putting you in touch with the boss.

 Be enthusiastic, be polite, and use their name.  Ask them how they are doing, thank them when they ask how you are doing.  Then ask them for a favor and explain what service you offer.  Find out who you should talk to and the best time to call or come in for a meeting.  I`ve had more than one happy secratary scheduale me a meeting with the office manager. 

Great topic, I should have checked it before posting a "do you cold call" thread.



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William A Green Jr.
Privateer Consulting
www.privateer.biz
Common Sense, Sanity, & Sarcasm