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.