Getting past the gatekeeper – 52 weeks of prospecting success
1 an attendant at a gate who is employed to control who goes through it.
- a person or thing that controls access to something.
Just hearing the name gatekeeper is enough to cause a sales rep angst. After all, operators and executive assistants are employed to do just that.
I find it helpful to think about the gatekeeper’s role a little differently. While some executive assistants consider it their role to keep people out, good executive assistants help executives to maximize their time and get more done. These gatekeepers want to help and strive to be informed, prepared, aware, conscientious and organized.
Keeping that in mind (instead of the motivation to control access) helps me reframe my approach. Instead of treating them as a person that is blocking my path, I can treat them as a trusted resource that can help me get time with the executive I have a quest to reach.
This week’s video will show the difference between operators and executive assistants as gatekeepers as well as some strategies to help you best interact with these resources.
When speaking with an operator, I recommend the following:
- Be more direct and give less information.
- Ask for the executive’s office.
- Even better, ask for the executive assistant by name.
When speaking with an executive assistant, I recommend the following:
- Use some of the same messaging points in your script.
- Politely communicate your willingness to put in the time and effort to reach that key exec.
- Ask for their help and guidance.
Above all else, gatekeepers work with people they like. Always be polite and always be respectful of their time.
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Happy calling. Smart Prospecting.
Originally posted by: Jenny Vance