Gatekeepers at Businesses
- Thread starter Mark
- Start date
could be why i gave up telephone prospecting ??- 398
I am 100% serious. This is how my calls go. Some are shorter than that, others don't let me get that far. My only goal is to get to the decision maker. Wasting time with anybody else is counterproductive.
I don't cold call on product, I call to set appointments. When I sit down with the prospect, I'll uncover what solution is appropriate.
- 14,808
If you're clever enough to get past a gatekeeper you could cost them their job or at minimum get them chewed out.
Part of their job is not letting sales calls through - especially when the manager/owner is very busy.
When I cold-called I never made an attempt to get past them:
"May I ask who's calling?"
"Yes, John from Maryland Health Plans."
"And what it this regarding?"
"I'm calling to find out if he would be interested in quotes on the newest health insurance plans in MD."
"I'll have to take your number and have him get back to you."
"Not a problem - it's 410....."
...and onto the next call.
Part of their job is not letting sales calls through - especially when the manager/owner is very busy.
When I cold-called I never made an attempt to get past them:
"May I ask who's calling?"
"Yes, John from Maryland Health Plans."
"And what it this regarding?"
"I'm calling to find out if he would be interested in quotes on the newest health insurance plans in MD."
"I'll have to take your number and have him get back to you."
"Not a problem - it's 410....."
...and onto the next call.
- 398
I fail to see how any of my techniques are abusive. That is not my intent. I have the financial cure for cancer. I am trying to cure as many people as I can. If you can point out where I am abusive, please do and I'll be sure to change my verbage.
If you had the cure for cancer, what would it make you do or say to cure as many people as possible?
- - - - - - - - - - - - - - - - - -
And how much success did you have with that? That sentence may seem like I'm coming off as a d1ck, but I have a point. If this approach yielded more appointments and sales for you than mine, I will be happy to use it. However, I've tried this approach before and it was not successful. Or, at least it was far less successful than my current approach. Maybe I was saying something wrong, or you were saying something right in that conversation.
If the owner is truly busy, the gatekeeper will say this immediately. At that point, I'm fairly certain the owner is busy. However, if she asks a bunch of questions before saying "the owner is busy", I know the receptionist if full of it. I won't press the issue, I'll take the receptionist's name down and drop by to introduce myself face to face.
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- 14,808
My job on the phone is to speak to any many owners as possible, not speak to as many secretaries who won't let me through as possible.
I see a lot of advice on this board regarding telemarketing; most of it old dinosaur 1950's obsolete sales techniques that don't work.
If an owner gives his secretary instructions not to let calls through but you're clever enough to get through you're chances of closing that owner are....well, zero. Waste of time - move onto the next call.
- Thread starter
- #19
If you have to trick your way into an interview you have already lost. A better way is to get invited in by sampling.
That is what John (and others) are doing.
John is very clear about why he is calling (person or over the phone) and he waits to be invited in.
I have been on many a cold call appointment in the past, most of which were a waste of my time. Rather than trying to convince someone I have the solution for what ails them once I have tricked or pounded my way in the door, it is much better to be up front about the purpose of your call. Those who are interested will invite you in. Those who are not will not.
I can't figure out why this is so hard for agents to figure out.
As to Mark's question, I suspect you already know the answer. You are just trying to get some discussion going.
You have so many flyers, business card ideas, etc. that you should have no trouble getting invited in. Every time you hand out an informational flyer, a free living will, a tip calculator or whatever you are sampling to see who is interested. Some will have an interest now, some later (and will keep your stuff and actually call you) but most will probably refuse it or toss it in the trash.
Sampling is a time proven method of finding out who is interested, who is not.
The test drive is a way of sampling. Coupons and sales flyers are sampling. Food give aways in the grocery store are sampling. Every one of them works.
My website is a wealth of free samples which not only attracts traffic but generates sales.
And I never have to trick or bully anyone into granting an interview or buying a product.
That is what John (and others) are doing.
John is very clear about why he is calling (person or over the phone) and he waits to be invited in.
I have been on many a cold call appointment in the past, most of which were a waste of my time. Rather than trying to convince someone I have the solution for what ails them once I have tricked or pounded my way in the door, it is much better to be up front about the purpose of your call. Those who are interested will invite you in. Those who are not will not.
I can't figure out why this is so hard for agents to figure out.
As to Mark's question, I suspect you already know the answer. You are just trying to get some discussion going.
You have so many flyers, business card ideas, etc. that you should have no trouble getting invited in. Every time you hand out an informational flyer, a free living will, a tip calculator or whatever you are sampling to see who is interested. Some will have an interest now, some later (and will keep your stuff and actually call you) but most will probably refuse it or toss it in the trash.
Sampling is a time proven method of finding out who is interested, who is not.
The test drive is a way of sampling. Coupons and sales flyers are sampling. Food give aways in the grocery store are sampling. Every one of them works.
My website is a wealth of free samples which not only attracts traffic but generates sales.
And I never have to trick or bully anyone into granting an interview or buying a product.
