Help the Gatekeeper Out to Reach the Decision-Maker

As someone who has worked as a receptionist, I know how difficult it can be to evaluate whether or not to transfer a call to your boss - especially when you're told "I'm a close, personal friend" or "He's expecting my call, we spoke this morning" (when you really didn't!).

You don't need to resort to lies to get past the gatekeeper - being friendly and having a concise value proposition does wonders! You can also appeal to the receptionist with the following approach from sales trainer and author Andrea Sittig-Rolf:

Receptionist: "ABC Company, how can I direct your call?"

Salesperson: "Hi, my name is Andrea Sittig-Rolf and I'm with Sittig Incorporated. I'm hoping you can help me. I'm looking for the person in your organization who would make a decision regarding sales training. That wouldn't be John Jones, would it?"

Receptionist: "Oh no, that wouldn't be John Jones, that would be Bob Smith."

Salesperson: "Great! Can I talk to Bob, please?"

Receptionist: "Sure, I'll transfer you."

"Believe it or not, most of the time, this technique works and will get you to the person you need to talk to," says Sittig-Rolf. "The idea is that the receptionist doesn't want to bother John Jones, the CEO, with a cold call from a salesperson. It's almost a relief for her to be able to transfer you to Bob Smith, someone below John Jones on the org chart at the company."

Sittig-Rolf continues, "Even if you are unable to speak to Bob Smith during this particular phone call, at least now you have the name of the person you need to talk to for the next time you call."

Andrea Sittig-Rolf is an author, public speaker, and entrepreneur. Her unique sales training program empowers salespeople to schedule appointments with qualified prospects the day of the training, resulting in a pipeline full of new opportunities at the end of the day. Learn more at www.sittiginc.com.

Do Your Research

Cold calling is difficult enough - but failing to do the proper research can really make it tough. Take a look at these examples from cold calling expert Ari Galper and notice the difference a little research makes.

Cold Caller: "Hello my name is Maggie and I am with XYZ Company. We are offering a wide array of services that we think will help your business..."

And they would say:

Prospective Client: "Umm...I don't think so...thanks anyway."

Or simply hang up...but if you do a bit of research wonderful things can happen...take a look:

Cold Caller: "Hello my name is Maggie and I am calling from XYZ Company. I took a look at your company featured last month in Fortune 500 Magazine and I think that our services can help...I have Monday next week free if you have about 10-15 minutes to meet and discuss it. How would 4:00pm sound?"

Then they would say...

Prospective Client: "Yeah...I think that might be OK. Let me check my schedule."

"This approach opens doors for you to build a strong relationship with them in the future," says Galper. "If you are behind your product or services then come across like you are. Be a little more risky and go the extra mile to get the relationship started because if you can't get in the open dialogue then they will never see your wonderful product!"

Ari Galper is the creator of Unlock The Game, a new sales mindset that overturns the notion of selling as we know it today. Contact him at www.unlockthegame.com.