Gatekeepers at Businesses

[Mark]

What do you say to the gatekeepers at businesses to talk to the owner?

Here is one example of what you might say, but I also want to see what you say.

Gatekeeper: Can I help you?

Yes, is the business owner here or may I speak with them?

Gatekeeper: Can I ask what you need to see him or speak with him.

Yes, I want to offer him my FREE services.

Gatekeeper: What are you services??

IT is kind of a private matter.


Here is one example of the ways I've seen it done.



What do you say to the gatekeepers?

 

[Full Throttle]

What do you say to the gatekeepers?

There are so many free resources, why not call with a name, much more likely to get through.

"Is Ted available?"

"May I tell him who's calling?"

"Absolutely, it's Full Throttle, is Ted there?"

*Most of the time you get through there.

"What company are you with?"

"ABC, is Ted available?"

"Can I tell him why you're calling?"

"I want to stop out and introduce myself when I'm next door this afternoon."

*It usually doesn't go this far, but if it does, I move on. There are so many businesses to call, who cares if you don't get through.

Other variations I've heard:

"It's Tom for Ted, is he in yet?"
"Hi, it's Tom for Ted, I wanted to catch him before I go into a meeting here shortly, is he around?"

I personally don't try too hard to get through, if I was in pharma sales and had a limited supply of doctors to call on in my territory, then I might think differently.

 

[briko3]

I just tell them I'd like a few minutes to stick my neck in and introduce myself. If I say "It is a private matter" I think it would raise all kinds of flags. Just my opinion though.

 

[squeed]

I do something similar, but I provide the specifics to the gate keeper. I treat them like they are a very important person. So for example. I take the "Can you help me" approach.

I don't sell insurance, YET, but I'll try and adapt my approach to what I think I would say when I do start calling B2B for insurance.

"Hello, this is Squeed calling from ABC Company, I'm hoping that you can help me to connect with Ken, is he in?"

Gatekeeper : What is this regarding ?

"It is in reference to me helping him to provide additional high quality, lower cost benefits to the employees of his company."

Although, I like your "It's a private matter" approach.

If I get blocked I try and find the email address of the decision maker on their website and then I email them and say something like:

"This is Squeed from ABC Company, you've done an Excellent job in training your assistant to effectively screen your calls, phew, she's a tough one, but I did want to speak with you regarding ..."

Hope that helps.

-S

 

[Guest]

"Hello, this is Squeed calling from ABC Company, I'm hoping that you can help me to connect with Ken, is he in?"

Gatekeeper : What is this regarding ?

"It is in reference to me helping him to provide additional high quality, lower cost benefits to the employees of his company."

-S

I think you would get shut down by most gatekeepers when you start talking about "helping him to provide additional high quality...bla bla bla." No offense, I am sure that providing high quality etc. is exactly what you intend to do. BUT it sounds like another sales call and I am sure most businesses get a lot of those every day, at least the successful ones. I think you would be better off with a simpler script.

I personally like the "I am calling/stopping by to introduce myself" approach.


"IT is kind of a private matter."

I think this line would raise red flags with a lot of gatekeepers too. I can't say I have tried that exact line so maybe it does work but it would definitely make me suspicious. I know its all just a way to get around the gatekeeper but I'm sure it would make her/him look pretty bad if they let you talk to/see the owner and you immediately start in on your sales pitch. Probably would make it hard to come back to the same business for future follow-up.

This is just based on my personal observation. If it works for you then you don't need my opinion!

 

[Full Throttle]

"IT is kind of a private matter."

I use to say "it's a private financial matter", that can make it interesting if you get the owner's wife answering the phones. I know it works, but so does being straight forward, so that's what I do.

 

[Justin Bilyj]

When I cold call small biz, I come across gatekeepers often, and they will ask me who I am, I repeat my name very slowly, I tell them my last name, and how it rhymes with "the village people", it usually gets a chuckle.
I also tell them, that I too am a small biz owner, and that I network with other small biz owners in the area, that usually gets the owner on the phone...
If the gatekeeper still wants to know why I called, I will tell them that I am a Health Insurance Broker, and that I shop around all the ins cos in the state to find him the best price for his health insurance, some of those get through, some dont. I think if the gatekeeper is resolvent upto that point, she wouldnt let anyone through anyways.

 

[David C]

Full Throttle, I looked at your blog, I like it. Keep the updates coming.

 

[Death Cab For Tootie]

What do I say to gate keepers?

As little as possible. I'm not trying to make the gatekeeper a client (for now), I'm trying to make the owner a client. When you have an attitude of 'you have to get through or your ass is grass', you will get put through. In other words, when you believe, you will be believed. I take an approach very similar to Full Throttle's:

DCFT: "I'd like to speak with Bob."

Receptionist: "Bob who?"

D: "Bob Owner."

R: "Who should I say is calling?"

D: "Death Cab."

R: "Death Cab who?"

D: (with a bit of annoyance) "Death Cab For Tootie."

R: "Where are you calling from?"

D: "My office."

R: "No, what firm?"

D: "My firm."

R: "What is this in regards to?"

D: "He'll know when I speak to him."

R: "Hold please."

The mentality you need to have when cold calling is:

1. You have the financial cure for cancer.
2. Mr./Mrs. Big is deathly ill, they just don't know it yet.
3. Mr./Mrs. Big will welcome the cure if you make them understand they are sick.
4. You are calling your best friend, so why wouldn't you give them the cure for cancer?
5. You cannot fail when you cold call, the person on the other hand has failed to meet your criteria for becoming a client.

It's real simple, but not easy. These are techniques that you must practice all the time because they are predicated on an attitude of utmost confidence. If you can't get these lines out without stammering, studdering, or pausing, you're dead. However, I am a testament to these techniques working. Since I've learned them, my calling success ratios have gone through the roof - now I get 3 appointments from 40 dials verses vs. 3 appointments per 100 dials.

 

[somarco]

Sample, sample, sample . . .