Gatekeeper
A gatekeeper is anyone who acts as a barrier between a salesperson and the decision-maker within a company. They are typically the first point of contact, and their role is to protect the decision-maker's time by screening calls, emails, and visitors.
Common Examples of Gatekeepers:
Executive assistants
Receptionists
Administrative assistants
Office managers
Overcoming gatekeepers is a common challenge in B2B sales. Building rapport with them and understanding their role can significantly improve your chances of reaching the decision-maker.
Strategies for Effectively Dealing with Gatekeepers
Gatekeepers can be a significant hurdle in B2B sales, but with the right approach, you can increase your chances of connecting with the decision-maker. Here are some effective strategies:
Building Rapport
Show genuine interest: Demonstrate genuine interest in the gatekeeper's role and the company.
Be respectful of their time: Acknowledge their busy schedule and be concise.
Offer value: Position your offering as a potential time-saver or problem-solver for the gatekeeper.
Understanding the Gatekeeper's Role
Research their role: Understand the gatekeeper's responsibilities and how they fit into the company structure.
Tailor your message: Customize your message to align with the gatekeeper's interests and goals.
Build a relationship: Over time, develop a professional relationship with the gatekeeper.
Overcoming Objections
Anticipate objections: Prepare for common objections and develop effective responses.
Provide value upfront: Clearly articulate the benefits of your product or service.
Offer alternatives: Suggest other ways to connect with the decision-maker, such as email or scheduling a meeting.
Leveraging Technology
Email campaigns: Use email to bypass the gatekeeper initially.
Social media: Connect with the gatekeeper and decision-maker on social platforms.
Build a relationship: Over time, develop a professional relationship with the gatekeeper.
Persistence and Follow-Up
Multiple touchpoints: Use a variety of channels to reach the decision-maker.
Follow-up consistently: Stay persistent without being overly aggressive.
Track your efforts: Monitor your interactions with gatekeepers to identify successful strategies.
By implementing these strategies, you can increase your chances of successfully navigating gatekeepers and connecting with the decision-maker.
Start sourcing valid professional emails.
Prove your prospecting KPIs. Meet your sales quota.