Sales calls can be a tricky business, especially when it comes to getting past the gatekeeper. A gatekeeper is someone who stands between you and the key decision makers (KDMs) that you need to reach in order to close a sale. They can be frustrating, but with the right tactics, you can increase your chances of success when trying to get past them.
What Is a Gatekeeper?
A gatekeeper is an individual tasked with controlling access to the key decision makers of an organization. They are usually found in sales and customer service departments, and their job is to screen incoming calls and filter out any unwanted or unnecessary contacts. Gatekeepers are often seen as a nuisance because they can impede progress on sales calls, but they are also necessary for protecting the time and resources of key decision makers.
What’s the Purpose of a Gatekeeper?
Gatekeepers serve as a buffer between the KDM and anyone attempting to contact them. Their purpose is to protect their employer’s time by screening out any unsolicited or unimportant calls. They also help ensure that only relevant information gets through to the KDM, allowing them to focus on more important matters. Additionally, gatekeepers may provide valuable insight into what types of conversations will be beneficial for both parties involved in the call.
Tactics to Increase Your Pitch Rate with Key Decision Makers
The following tactics can help you increase your success rate when attempting to get past a gatekeeper:
Research the Company and Decision Maker Before Calling
Before making any sales calls, it’s important to do some research on both the company and its key decision makers. This will give you a better understanding of their needs and interests, as well as the type of conversation that they may be expecting from you during your call. Knowing this information beforehand will allow you to craft a more effective pitch that has a higher chance of being successful.
Lead Conversation with Confidence
When speaking with a gatekeeper, it’s important to lead the conversation with confidence. Make sure that you have all your facts straight before engaging in dialogue so that you don’t appear unprepared or unprofessional. Additionally, make sure that your tone is friendly yet assertive so that you come across as knowledgeable about your topic while still respecting their authority as the gatekeeper.
Ask for Other Potential KDMs
If the gatekeeper does not agree to transfer your call directly or provide contact information for other potential kdms, then ask if there are any other individuals within their organization who might be interested in hearing about your product or service offering. This tactic allows you to expand your reach beyond just one person and increases your chances of finding someone who could benefit from what you have to offer.
Provide Contact Information for KDMs
Finally, if possible provide contact information for potential KDMs so that they can reach out directly if they are interested in learning more about what you have to offer. This shows respect for their position as well as demonstrates confidence in yourself and your product/service offering which could lead them towards granting access further down the line.
Benefits of Getting Past Gatekeepers
Getting past gatekeepers during sales calls has several benefits including:
- More direct access: Bypassing gatekeepers gives you direct access to key decision makers which makes it easier for them to hear about what it is that you have to offer.
- Increased efficiency: Bypassing gatekeepers also eliminates any unnecessary steps in communication which saves time and increases efficiency.
- Better connection: Getting past gatekeepers allows for more meaningful conversations which helps build stronger relationships with potential customers.
- Greater success rate: Overall having direct access leads towards higher success rates when it comes to closing deals.
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What Is a Gatekeeper?
A gatekeeper is someone who stands between you and the key decision maker (KDM) in an organization. This can be anyone from an administrative assistant to a CEO’s personal assistant, and they typically act as a filter for incoming calls and emails. Gatekeepers are responsible for deciding which calls should be routed to the KDM and which ones should be ignored or redirected. They also often provide information about the company or person they are protecting, which can be useful for salespeople trying to get through to the KDM.
Gatekeepers are important because they protect the KDM from being overwhelmed with requests, but they can also prevent salespeople from making contact with potential customers. As such, it is important for salespeople to understand how to get past gatekeepers in order to make successful sales calls.
There are several strategies that can be used when dealing with gatekeepers, including researching the company and decision maker before calling, leading conversations with confidence, asking for other potential KDMs, and providing contact information for KDMs. By utilizing these tactics, salespeople can increase their chances of getting past gatekeepers and making successful sales calls.
What’s the Purpose of a Gatekeeper?
Gatekeepers are an important part of the sales process, as their main purpose is to protect key decision makers (KDMs) from being contacted by individuals who do not have any business with them. They act as a filter between potential customers and KDMs, ensuring that only relevant calls get through to the decision makers. gatekeepers also help to save time for KDMs by screening out irrelevant calls and providing them with essential information about incoming callers.
In addition, gatekeepers can be used to build relationships with potential customers by providing customer service and answering questions. This can be beneficial in helping to establish trust between the company and its customers, as well as helping to create a positive impression of the company.
Gatekeepers also provide valuable insights into customer needs and preferences, which can be used to improve products or services offered by the company. By listening to customer feedback, companies can better understand what their target market wants and tailor their offerings accordingly.
Finally, gatekeepers can help reduce costs associated with sales calls by screening out unqualified leads and ensuring that only qualified leads reach KDMs. This can help companies save money on unnecessary sales calls and focus on those that are more likely to result in successful deals.
Conclusion
The purpose of a gatekeeper is to protect key decision makers from irrelevant contacts while also providing customer service and gathering valuable insights into customer needs and preferences. In addition, gatekeepers can help reduce costs associated with sales calls by screening out unqualified leads and ensuring that only qualified leads reach KDMs. By understanding the role of gatekeepers in the sales process, companies can ensure that they are taking full advantage of all available resources in order to maximize their chances of success.
Tactics to Increase Your Pitch Rate with Key Decision Makers
When trying to make a sales call, it can often be difficult to get past the gatekeeper. However, there are several tactics that can be used to increase your chances of making a successful pitch to key decision makers (KDM). By following these tactics, you will be able to increase your pitch rate and close more deals.
1. Research the Company and Decision Maker Before Calling
Before making a sales call, it is important to do your research on the company and KDM. This will not only help you understand their needs better, but also give you an edge when speaking with them. Take time to read up on the company’s history, products, services, and any recent news or events related to them. Additionally, find out as much as you can about the KDM such as their background, interests, and goals for the company. Knowing this information ahead of time will help you tailor your pitch in a way that appeals directly to them.
2. Lead Conversation with Confidence
Once you have done your research, it is important that you lead the conversation with confidence when speaking with KDMs. Be sure to clearly state your purpose for calling and provide a concise description of what your product or service offers. Make sure that you are knowledgeable about the topic so that you can confidently answer any questions they may have. Additionally, avoid using jargon or industry-specific language as this could confuse them and cause them to lose interest in what you are offering.
3. Ask for Other Potential KDMs
If the KDM is not interested in what you are offering, don’t be discouraged; instead ask if they know anyone else who might be interested in hearing more about it. This tactic allows you to expand your reach beyond just one person and increases your chances of finding someone who is interested in working with you. Additionally, it shows that you are willing to go above and beyond for potential customers which could build trust between both parties.
4. Provide Contact Information for KDMs
Finally, make sure that you provide contact information for KDMs so that they can easily reach out if they decide they want more information or want to set up a meeting with you further down the line. This could include providing an email address or phone number where they can reach out if needed. Doing this shows that even though they may not be ready now, there is still an opportunity for them to work with you at some point in the future which could increase their likelihood of doing business with you later on down the road.
By following these tactics, businesses should be able to increase their pitch rate when trying to get past gatekeepers and ultimately close more deals with key decision makers.
1. Research the Company and Decision Maker Before Calling
It is important to research the company and decision maker before calling, as this will help you make a better impression and increase your chances of getting past the gatekeeper. Knowing who you are speaking to and what their role is in the organization will give you an edge when it comes to convincing them to let you through.
Researching the Company
Before making sales calls, it is important to research the company in order to understand their needs and goals. This includes researching their products or services, market position, competitors, leadership team, financials, customer feedback, and more. This knowledge can be used to tailor your pitch in order to better meet the company’s needs.
Researching the Decision Maker
In addition to researching the company itself, it is also important to research the key decision maker (KDM). This includes learning about their background, job title, responsibilities, interests, etc. Knowing this information can help you craft a more personalized pitch that speaks directly to their needs and interests. It will also demonstrate that you have done your homework and taken the time to get to know them on a deeper level.
By taking the time to research both the company and decision maker before making sales calls, you can increase your chances of getting past the gatekeeper with ease. Not only will this demonstrate that you are knowledgeable about their business and KDM’s role within it—but it will also show that you are serious about making a sale.
2. Lead Conversation with Confidence
Having the confidence to lead the conversation is key when dealing with gatekeepers. It’s important to remain calm and polite, but also be assertive and in control of the conversation. Gatekeepers are used to people being intimidated by them, so it’s important to show that you’re not afraid of them.
To do this, start by introducing yourself and your company in a clear manner. Speak slowly and clearly, so they can understand what you’re saying. Be sure to use their name when addressing them, as it will make them feel more comfortable and appreciated.
Be Prepared for Questions
Gatekeepers may ask questions about your company or why you want to speak with the decision maker. It’s important to be prepared for these questions and have answers ready. Being able to answer their questions quickly and accurately will show that you know what you’re talking about and that you’re serious about speaking with the decision maker.
Stay Focused on Your Goal
It can be easy to get sidetracked while speaking with gatekeepers, so it’s important to stay focused on your goal of getting past them and speaking with the decision maker. Remain confident in your ability to get past them, even if they seem difficult or uncooperative.
Listen Carefully
The gatekeeper may give you clues as to how best approach the situation or who else might be able to help you reach your goal. Listen carefully for these clues and use them to your advantage when attempting to get past the gatekeeper.
By remaining confident, being prepared for questions, staying focused on your goal, and listening carefully, you should be able to navigate through any conversations with gatekeepers successfully and reach the key decision makers you need for successful sales calls.
3. Ask for Other Potential KDMs
When you are unable to reach the Key Decision Maker (KDM) you are targeting, it is important to ask the gatekeeper if there are any other potential kdms that could be contacted. The gatekeeper may be able to provide you with an alternative kdm who would be more likely to respond positively to your sales call. This tactic can increase your chances of success and help you bypass the gatekeeper in order to get through to the right person.
Ask Open-Ended Questions
When asking for other potential kdms, it is important to ask open-ended questions that will allow the gatekeeper to provide detailed information about potential contacts. For example, instead of asking “Do you know anyone else I should contact?”, try asking “Who else do you think I should contact?”. This type of question encourages the gatekeeper to provide more information about potential contacts and will give you a better understanding of who else might be able to help you reach your goal.
Be Respectful & Professional
It is important to remember that the gatekeeper is not obligated to provide you with any additional information or contacts. Therefore, it is essential that you remain respectful and professional when speaking with them. By showing respect and being polite, you will increase your chances of getting helpful information from them. Additionally, it is important that you thank them for their time and assistance before ending the conversation as this will leave a positive impression on them and make it more likely that they will help out again in the future if needed.
Follow Up With Potential Contacts
Once you have received contact information for potential KDMs from the gatekeeper, it is important that you follow up with these contacts in a timely manner. You should be sure to use all of the information provided by the gatekeeper when reaching out so that your message stands out and shows that you took their advice seriously. Additionally, following up quickly ensures that these new contacts still have fresh memories of what was discussed during your initial conversation with the gatekeeper which can help increase your chances of success.
4. Provide Contact Information for KDMs
Researching Contacts
The best way to get contact information for key decision makers (KDMs) is to do your research. Start by using the company’s website and social media accounts to search for the names of individuals in leadership roles. You can also use online directories such as LinkedIn or Crunchbase to find contact information. Additionally, you can reach out to your network of contacts and ask if they have any connections at the company who could help you get in touch with the KDM.
Reaching Out Directly
Once you have gathered contact information, you can reach out directly via email or phone call. When making a call, be sure to introduce yourself and explain why you are interested in speaking with the KDM. You should also provide a brief summary of your product or service and how it will benefit them. If possible, try to schedule a meeting with them so that you can discuss their needs in more detail.
Creating a Follow-Up Plan
If the KDM does not respond to your initial contact, it is important to create a follow-up plan. This could include sending additional emails, calling again, or connecting with them on social media platforms like Twitter or LinkedIn. It is also helpful to keep track of when you contacted them so that you don’t accidentally contact them too often and come across as overly aggressive.
By providing contact information for KDMs and following up regularly, you will be able to increase your chances of getting past gatekeepers and successfully pitching your product or service.
Benefits of Getting Past Gatekeepers
Getting past a gatekeeper can be a difficult task, but the benefits are great. By successfully getting past a gatekeeper, you will have access to the key decision makers (KDM) in the company and increase your chances of closing a sale. Here are some of the benefits of getting past a gatekeeper:
1. More Opportunities for Sales
When you get past a gatekeeper, you will have more opportunities to make sales. You will be able to speak directly with the KDM who can provide you with valuable insight about the company and their needs. This information can help you tailor your pitch to meet their needs and increase your chances of closing the sale.
2. Improved Relationship Building
By speaking directly with KDMs, you will be able to build better relationships with them. You will be able to understand their needs better and provide them with solutions that can help them succeed. This improved relationship building can lead to more sales opportunities in the future as well as referrals from satisfied customers.
3. Increased Efficiency
Getting past a gatekeeper is not only beneficial for sales, but it also helps increase efficiency in other areas such as customer service and marketing. By speaking directly with KDMs, you can quickly resolve customer issues or answer questions about products and services without having to go through multiple channels or wait for a response from someone else in the company.
4. Increased Brand Awareness
By successfully getting past a gatekeeper, you will also have an opportunity to increase brand awareness for your business or product. The KDM may be more likely to share information about your product or service with other people in their network which could lead to increased sales opportunities down the line.
Overall, getting past a gatekeeper has many benefits that can help businesses grow and succeed over time. It is important to remember that it takes time and effort to build relationships with KDMs so it is important to stay patient and persistent when attempting to get past a gatekeeper during sales calls.