How to Handle Gate-Keepers

Phone callThe first step is to define the objective of the call?

1. To set appointment
2. email a brochure and set an appointment for another date.

Some phone trainers will encourage you to spend a little time as possible talking to gate-keepers or screeners. Doing this will cause you to miss many opportunities. The smart approach is to use the gate-keeper as a resource to get to the decision maker.

Many times the gatekeeper is the decision maker and has lots of valuable information. This is your key person that you must work with them to develop a rapport.
On your first call to a prospect. Develop a three step process:


1. Identify yourself are and your company
2. Ask for help
3. Justify the reason for the call
4. Ask questions
When I don’t know who the decision maker I say.

“Hello, this is Tim from Conach Marketing. I’m not sure who I should be speaking with here…maybe you can help me? I’m planning to speak to the person responsible for marketing or sales of your company. I’m not sure who I should be speaking with?”

I don’t know if you’d be the right person to speak with?
Businesses buy because of features, functions, quality, fitness or purpose. Remember this when talking with the gate-keeper.

“Hello. This is Tim Little with Conach Marketing. I’m not sure who I should be speaking with here maybe you can help me? I’m planning to speak to the person responsible for the training of your sales people … but I’m not sure who I should be speaking with?”

When I do know who the decision maker is, I say
“Hi, My name is Tim with Conach. I don’t suppose John is in the office now, is he?”
Gatekeeper: May I ask who is speaking? Yes, let John know this is Tim calling from Conach, Thank you.
Gatekeeper: What is this regarding? Me: “Do you want to hear the whole story?” Normally the response is no and they will put your call through.
Gatekeeper: Is this a sales call Me “What do you mean a sales call? Tell them you’re only trying to find a fit and you won’t know until you answer some questions.
“Hi, I’m Tim Little with Conach Marketing. We are a marketing company helping manufacturers with their marketing.”

“I’m calling you today because I noticed the equipment listing on your website that you own large capacity measuring equipment and in this niche we’ve been very successful with lead generation programs with  other out of state manufacturers and we were instrumental in helping them achieve some monthly sales goals.”

Finding prospects and turning them into sales is a difficult challenge nearly every manufacturer faces.

About Tim Little

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past
20 years. As an Internet Publisher and Entrepreneur, he has developed expertise in the field of strategic planning, direct market
advertising and analysis, direct mail marketing and is a specialist in developing unique and lucrative opportunities using direct response
marketing methods for business.

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