In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10:
Don’t allow one rejection by a gatekeeper stop you from calling again.
Persistence can and will payoff. I can’t say this enough.
If we gave up after a single rejection, we would burn through our leads list pretty quick, only to find ourselves failing miserably.
There is nothing wrong with being rejected. Remember, a rejection is only a rejection for that moment in time. Tomorrow, next week or next month can and will be different.
If you’re rejected by a gatekeeper, there are two things you should do. First is to change the questions you ask. Second is to change the time of day and day of week you’re calling.
Let’s deal with the issue of questions you’re asking first. We’ll say the first time you called you asked for who makes the buying decisions for __________ . An option might be to call again and state how you’re looking for the person who handles ________ .
All you did was change the question and many times this is all it takes.
This is another reason why it’s essential to always record in your CRM system everything you say, including the questions you ask gatekeepers.
Over time you’ll develop 4 to 5 questions that work well for gatekeepers. As much as you might want me to give you 4 or 5 now, I can’t. And the reason is simple. Your personality is different, your customer base is unique, and your “go to” market strategy is unique.
Simply put, you need to develop your own questions so they become real and authentic.
Second item is to change the time of day, day of the week. This one is simple and can be very effective in allowing you to connect with somebody else beside the person you rejected you the first time. To lean more see technique #7.
At any rate, don’t give up easily. The other thing you have to remember is that sometimes gatekeepers change! The person you call one day may not be in that position a few months down the road.
Don’t give up.
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
