Forums: Discussions for entrepreneurs and small business.

 That was a great article ModJulie, I  recommend it for all entrepreneurs, even if they aren`t crafters like me, especially part 2of her post. She gives some good advice on selling.

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kkrafts
"Treat every day as a new adventure"

I spent the first 12 years of my career being the "gatekeeper" for CEO`s and presidents of mid sized firms.  The biggest part of my job was to manage the time of a very busy executive.  I was regularly contacted by sales people who insisted on speaking to the president.  It is rare that the president or CEO is the person you wish to speak with.  I was always more helpful to those people who approached me as a person, explained their service or product and asked who they should speak with. 

The executive assistant to the president of a company is a wealth of knowledge.  They know the ins and outs of almost any department in the company.  Just another perspective from the other side...

 

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Kindra Beauprey Director Liberty Bell Spirit Squad www.libertybells.net

I too did time as a sort of office manager/exec. assistant. As CheerDirector says, the single most important thing in that type of job is to manage the boss` time. It`s not like they can`t, it`s that they have better things to do. Think of the person doing this for the US President.

What I found was that when sales people, or anyone else who wanted some time with the boss changed the relationship and directed it to me, that often worked.

In other words, there are two ways to approach the "gatekeeper." The wrong way is to, in your mind, believe they`re an underling---a minimum-wage drone, answering the phones and making no thoughtful decisions.

The right way is to understand that they`re usually highly skilled at organization, logic, structure, and "making things go smoothly." They`re usually also very skilled in diplomacy, tact, and "facilitating." As such, if you can convince THEM that you have something interesting, they`ll probably convince the boss.

Remember that most people working in a store know each other and know the owner. They share time together, including personal and social time in many cases. If you can interest one of the sales people in a product or line of products, there`s for sure going to come a time when that person is talking with the owner.

"Y`know, I ran into this guy the other day who stopped in to give me a totally cool painted toothbrush. (to borrow from the article referenced above). I`ve got it at home, and I love it."

Then, over coffee one moring, talking to the store-owner, that sales person might say, "Y`know, we should carry those. They`re pretty awesome, and I get a lot of people asking me if we carry toothbrushes."

The store owner knows the budget, how much they can spend to try a new product, and so forth. But the on-the-floor sales people have a day-by-day understanding of what they`re selling, what they`re not, and what people are asking for that the store doesn`t carry.

I, too, was a gatekeeper, but a nice one. So for me to approach an unapproachable one it throws me off. Everyone has been so helpful on this question that I think I`m about ready to put all the good points together and go out and meet some new prospects. Thanks once again.

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kkrafts
"Treat every day as a new adventure"

Hi kkrafts:

What you`ve written about in your post is exactly the reason why I wrote my book, "Testosterone-Free Marketing."  You see, part of this is the fact that yes, indeed you need a strategy to get past the gatekeeper - but the other part of the equation in this whole scenario is how you`re feeling about the whole thing and the fact that you don`t see yourself as a sales person.  I mentor women five days a week who are in their own businesses and suddenly find themselves in the situation where they have to sell and they have come across as more strong than they`re naturally comfortable with.   And quite honestly it makes them really uncomfortable - just like it`s making you feel.  

Millions of women out there in the US were raised being told that to try to sell or persuade is not nice or ladylike.  And that message may even be on a subconscious level.  But it means that we`re more likely to back down and it also means that we`re less likely to get what we want in our businesses. 

It may appear to some people that we`re not as dedicated or serious about our businesses - but it`s not true.  It just means that we were raised with a certain code of behavior that makes selling and getting past the gatekeeper very uncomfortable - so much so that sometimes it even creates stress for us. 

We have awesome relationship building skills and wonderful abilities to "read" people and situations but some women lack when it comes to leading and directing a conversation - and that`s the first thing you really have to be willing to do to sell anything - including getting past the gatekeeper.

All the best,

Denise Michaels, Author, "Testosterone-Free Marketing"

Visit me online at http://www.MentoringwithDenise.com

 

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PS: Does the thought of marketing drive you to chocolate? I`m looking for a very special woman who loves her business but hates selling and marketing. Tell me about your business and your challenges and I`ll tell you how I can help you have more fun, feel more confident and make a lot more money. All my marketing mentoring clients get results. Visit me at http://www.MentoringwithDenise.com

Hi, kkrafts

I was a gatekeeper for too many years to count before starting my Virtual Assistance practice... and would like to offer the some suggestions that worked with me:

Treat the person as a person.  As CraigL and Kindra both said... it is the job of the EA to protect their boss, help them manage their time and weed out the time-busters.  Bribing them, smoozing them and otherwise patronizing them is the fastest way to be shut down. 

Short story:  I was talking with a very pushy, but disarming, salesperson who wanted access to my boss, the CEO.  After the second call, I received a dozen roses and a large box of chocolate with some hokey note about how grateful he was to "Dave`s girl" for passing on the information and how he hoped I would get him a meeting.  The most offensive part of this was his lack of respect for me as a professional EA.  My boss was going to take the meeting based on the information I collected and presented, but the attempt at bribing me to do so was so "good ole boy" that even the CEO told him how offended he was.

So, talk to the gatekeeper as you would the exec your trying to get to.  Even if you`re eventually turned away, they will have the information to pass on to the person who you really need to see, and you will have more success because senior execs do rely on their EAs to use their own judgment for most everything.  And, Kindra is right when she says the EA is the most knowledgeable person in the company.

Warmly,

Danielle

 

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Danielle Taylor *
Taylor-Made Virtual Assistance *
Real Virtual Solutions for Real Business Needs *
http://www.TaylorVA.com

I used to work in a large warehousing operation.  The warehouse manager handled all the purchasing of replacement stock and received daily visits from vendor reps.  One day, a new sales rep walked in with a box of donuts.  He was also very rude to the warehouse employee at the front desk. 

 

Unbeknownst to the rep, the warehouse manager was standing nearby.  He had been working in the back part of the warehouse and was on his way back to his office.  He walked over to the sales rep and asked if he could be of assistance.  The sales rep, assuming he was talking to yet another underling, was again quite rude.  It was at this point that our manager introduced himself to the sales rep. 

 

The sales rep appeared noticeably upset, but still offered the donuts to our manager.  Our manager then took the donuts, gave them to our receptionist and escorted the salesman out the front door.  He then suggested the salesman rethink his approach on his way to his next customer.

 

I’ve always remember this when I have to call on companies.  First, I call the business and ask for the receptionist assistance in learning who I need to talk to.  I then leave a message asking if this person can spear time to discuss my product line.  If I have to make a cold call, I asked the receptionist if it would be a problem to leave my business card and catalog for the buyer.  I then call a few days latter to set up a meeting.

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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.

I think that getting ahead in life means pretty much assuming everyone has power and authority, and treating everyone equally with courtesy and respect. You actually never know at all who you`re talking with at any given moment, if they`re a stranger.

It`s not that hard, really. What`s much more fascinating to me, is the whole concept of treating different types of people in different ways. It`s a never-ending source of fascination for me to ask or try to figure out the basis of that differentiation.

This would`ve made me nuts, if I was a woman at work:
:-) I`m pleased to hear your boss thought it was in poor taste as well.

Bigots are easy. It`s skin color, gender, religion, and all that standard foolishness. But snobs are harder to work through. Elitists are even harder. It`s like a game, and has shown me the myriad of ways that a person`s basic beliefs affect their entire life.

Someone famous once said that if you want to know someone`s character, watch how they treat the waitress and their dog (pets). I`ve found that to be almost completely true....excepting in certain psychopathologies.

Hi KKrafts,

I have had the most success with just being upfront and honest. I believe in my products and that comes across in my calls. Try coming across this way: People love a good story, ask that person for their help, make their day, ask them what it takes to get in the door. BE SINCERE

Hi-----, my name is Rob and I was hoping you could help me gather some information I am needing, I know you are busy but do you have a moment? Thanks I appreciate it. I have this ----- and it seems to fit nicely with what you do. I am sure it could be of benefit, who would I need to speak with............. you have been such a huge help, thanks again and have a wonderfull day.

Then call back after hours and leave that Gatekeeper a message thanking them again.

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Robert R. Bruce rbruce@docs2digital.com      & nbsp;    O. 503-668-3155 C. 503-502-1821 www.docs2digital.com

But those sweet volunteer ladies are the people who have the name of the person you need to speak to, the buyer.  I`m surprised you weren`t given the name when you asked for it but maybe you just got their one cranky volunteer.  Call back another day, another time & I bet you`ll get a volunteer who will provide the name, give the buyer`s extension number, etc. etc. 

My advice is to always jot down the name & any info you gather from the receptionist.  It may be a bunch of calls until you finally reach the person you need to speak with & it`s going to go much faster if you get the receptionist in your corner.

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