By Jay Conners
Getting Passed the Gate Keeper
We all know the feeling of going out to make our cold calls,only to be shot down by the person at the front desk who looksat us as nothing more than a solicitor.
These front desk people would be otherwise known as the gatekeepers.
Lets face it, getting passed the gate keeper can be tough, weare on their turf, what they say goes. Any slight resistancecould end up with them making a call to security.
Here are few really good tips on getting passed the gate keeperthat have been proven to work.
1. Ask to speak with someone in the sales department.
The next time you are out cold calling, the last thing you wantto do is walk into an office building, approach the front desk,and immediately try to sell your product.
Instead, try this approach. Walk up to the receptionist counter,introduce yourself verbally and with a business card, and ask ifyou may speak with someone in their sales or retail department.
By asking to speak with someone in a specialized department, thereceptionist will believe you are there on official business andput you in contact with that department.
Now that you are in front of someone in the same area of work asyourself, they will most assuredly be sensitive to your needs,and understand your situation.
These are the people in the company that will point you in thedirection you want to go, and in the direction of the people youwant to speak with about your products and services.
2. Call ahead before you go.
Before you go out to make your calls, place a telephone call tothe companies you plan on visiting to let them know that youwill be stopping by.
Tell them something like this.
Hello, my name is Jim Smith and I will be in your neighborhoodthis afternoon. I just wanted to let you know that I will bestopping by between the hours of twelve and two to introducemyself. That's it, stop right there.
Do not ask for permission to stop by. This will give them theopportunity to say no.
Once you arrive at their office, you can than reintroduceyourself as the person that had called earlier in the day.
This technique makes the transition from gate keeper to decisionmaker much smoother.
Getting passed the gate keeper can be very tricky, but it can bedone. By following the two examples I described above, youshould find yourself talking with more decision makers. Goodluck.
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