{"id":9669,"date":"2022-02-01T08:10:49","date_gmt":"2022-02-01T13:10:49","guid":{"rendered":"https:\/\/rixtrema.com\/blog\/?p=9669"},"modified":"2022-02-01T08:51:05","modified_gmt":"2022-02-01T13:51:05","slug":"work-around-the-gatekeeper-why-not-work-with-them","status":"publish","type":"post","link":"https:\/\/rixtrema.com\/blog\/work-around-the-gatekeeper-why-not-work-with-them\/","title":{"rendered":"Work Around The Gatekeeper. Why Not Work with them?"},"content":{"rendered":"\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"wp-block-list\"><li><strong><a href=\"#the-steps-for-getting-past\">The steps for getting past gatekeepers when cold calling:<\/a><\/strong><ol><li><strong><a href=\"#be-respectful-and-earn-trust\">Be respectful and earn trust<\/a>&nbsp;<\/strong><\/li><li><strong><a href=\"#be-honest\">Be honest<\/a><\/strong><\/li><li><strong><a href=\"#dont-try-to-sell-to-the-gatekeeper\">Don\u2019t try to sell to the gatekeeper<\/a><\/strong><\/li><li><strong><a href=\"#call-before-or-after-business-hours\">Call before or after business hours<\/a><\/strong><\/li><li><strong><a href=\"#be-friendly-and-speak-with-confidence\">Be friendly and speak with confidence<\/a><\/strong><\/li><li><strong><a href=\"#prepare-open-ended-questions\">Prepare Open-Ended Questions<\/a><\/strong><\/li><\/ol><\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><span style=\"font-weight: 400;\">Sending out your first marketing emails is important, but it&#8217;s often not enough in itself. Releasing a campaign is one thing, but you also need to keep track of how many emails were read and when.<\/span><\/p>\n<blockquote>\n<p style=\"text-align: left;\"><span style=\"font-weight: 400;\">Remember that it&#8217;s worth emailing someone, and it&#8217;s always worth following up<\/span><i><span style=\"font-weight: 400;\">.<\/span><\/i><\/p>\n<\/blockquote>\n<p><span style=\"font-weight: 400;\">It&#8217;s widely believed that the best time to try and make an extra call is between Tuesday and Thursday; when you are most likely to contact the right person. They also have some time to start their work week on Monday and finish it on Friday.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Most often, when you call someone important, you will first talk to their secretary or assistant. This person is also known as a &#8220;gatekeeper&#8221;. His job is to protect the executive from unwanted salespeople or phone calls. Gatekeepers are often: registrars, secretaries, administrative assistants, executive assistants.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As much as we would like it, there is no certain formula to bypass the gatekeeper on the phone, but there are some tricks that will boost your success rate.<a id=\"the-steps-for-getting-past\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h2><b>The steps for getting past gatekeepers when cold calling:<\/b><\/h2>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">The main thing is not to let them identify you as a seller. This is the key to getting around them. Let&#8217;s have a look at a few ways you can make a good impression on the gatekeeper.<a id=\"be-respectful-and-earn-trust\"><\/a><\/span><\/p>\n<h3><strong>Be respectful and earn trust.\u00a0<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">The gatekeepers are just doing their job. It is important to respect their work and value their time. Tip &#8211; try to treat them the same way as a potential client. In a conversation with the gatekeeper, you can learn more about the company, which means you will have a chance to establish a connection. Also With Larkspur Executive, it&#8217;s easier than ever to get a sense of a potential client&#8217;s background and prepare for the call. This information will be enough to collect talking points and focus on the call.<a id=\"be-honest\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h3><strong>Be honest<\/strong><\/h3>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">The purpose of your call is to discuss the decision with the decision maker, let them know about it.\u00a0 Here is a small example of your conversation with the gatekeeper:<\/span><\/p>\n<blockquote>\n<p style=\"text-align: left;\"><i><span style=\"font-weight: 400;\">\u201cYou: Good afternoon, (prospect name) please. This is (your name)\u201d<\/span><\/i><\/p>\n<p style=\"text-align: left;\"><i><span style=\"font-weight: 400;\">\u201cGK: What\u2019s this regarding?\u201d<\/span><\/i><\/p>\n<p style=\"text-align: left;\"><i><span style=\"font-weight: 400;\">\u201cYou: We were supposed to talk about (your value proposition \u2013 could be related to the last email they opened) at 12:00.\u201d<\/span><\/i><\/p>\n<p style=\"text-align: left;\"><i><span style=\"font-weight: 400;\">\u201cGK: They\u2019re currently on the phone now.\u201d<\/span><\/i><\/p>\n<p style=\"text-align: left;\"><i><span style=\"font-weight: 400;\">You: \u201cOk, no problem. Do you happen to know when they\u2019ll be available? I\u2019m happy to hold.\u201d<\/span><\/i><\/p>\n<\/blockquote>\n<p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Be honest. Remember, you are only calling because you think you can help their company. Let GK know that you previously have been in touch with the prospect.<a id=\"dont-try-to-sell-to-the-gatekeeper\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h3><strong>Don\u2019t try to sell to the gatekeeper<\/strong><\/h3>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">Prepare an answer in case you will be asked &#8211; &#8220;What is it about?&#8221;. Your answer should not look like a publicity stunt. It is always a good idea to mention another contact person in the company with whom you have previously had contact. Try not to interrupt the conversation, but to get as much additional information as possible.<a id=\"call-before-or-after-business-hours\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h3><strong>Call before or after business hours.<\/strong><\/h3>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">It may seem unusual, but you can also call your prospect before or after your regular working hours. It is also one of the effective ways to get pass the gatekeeper. Sometimes prospects can finish work later than usual.<a id=\"be-friendly-and-speak-with-confidence\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h3><strong>Be friendly and speak with confidence.<\/strong><\/h3>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">It is important to remember that your voice tone matters. Be polite and relaxed when speaking. It is also not forbidden to chat a little, avoiding getting too personal. Keep professional boundaries in mind.<a id=\"prepare-open-ended-questions\"><\/a><\/span><\/p>\n<p>\u00a0<\/p>\n<h3><strong>Prepare Open-Ended Questions<\/strong><\/h3>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">\u00a0One of the most important techniques is the technique of asking open-ended questions. Try to avoid questions that can be answered with &#8220;no&#8221;. Instead, stick with open-ended questions, such as<\/span><span style=\"font-weight: 400;\">:<\/span><\/p>\n<blockquote>\n<p style=\"text-align: left;\"><span style=\"font-weight: 400;\">\u00abI help plan sponsors establish a financial wellness program that is individualized and looks at financial wellness from many angles<\/span><span style=\"font-weight: 400;\">. How is your company currently providing your participants with a financial wellness program?\u00bb<\/span><\/p>\n<\/blockquote>\n<p>\u00a0<\/p>\n<p><span style=\"font-weight: 400;\">By employing these techniques, you will be one step closer to closing the deal. Spending 15-20 min a day try to improve your follow-up calls to make the most of your future client interactions. And the Larkspur Executive platform will help you to gather the necessary information and keep an eye on the follow-up progress.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So happy prospecting. And if you are not a client yet, sign up for<\/span><a href=\"https:\/\/rixtrema.com\/larkspurexecutive\/landingpage?source=blog010222\" target=\"_blank\" rel=\"noopener\"> <span style=\"font-weight: 400;\">a demo<\/span><\/a><span style=\"font-weight: 400;\"> today and find out what all the fuss is about.<\/span><\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-full\"><a href=\"https:\/\/rixtrema.com\/larkspurexecutive\/landingpage?source=blog010222\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"256\" src=\"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2021\/04\/banner-LEXE-min-1.jpg\" alt=\"\" class=\"wp-image-7794\" srcset=\"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2021\/04\/banner-LEXE-min-1.jpg 700w, https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2021\/04\/banner-LEXE-min-1-300x110.jpg 300w, https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2021\/04\/banner-LEXE-min-1-500x183.jpg 500w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/a><\/figure><\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sending out your first marketing emails is important, but it&#8217;s often not enough in itself. Releasing a campaign is one thing, but you also need to keep track of how many emails were read and when.<\/p>\n","protected":false},"author":19,"featured_media":9671,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[228,168],"tags":[7,278],"class_list":["post-9669","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-larkspur-executive","category-news","tag-financial-advisor","tag-larxpur-executive"],"jetpack_featured_media_url":"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2022\/02\/Work-Around-The-Gatekeeper.jpg","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.9.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Work Around The Gatekeeper. 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