Trying to reach a decision maker? The prospect you’re calling is not likely to be the person answering the telephone and each circumstance is different.
You don’t elaborate in order that the gatekeeper doesn’t form an opinion of you or your product and sabotage your efforts. Speaking with confidence and expectation of your desired results are invaluable.
There is a difference between a receptionist and secretary (or administrative assistant). It’s a receptionist’s job to put you through to whom you seek. You seldom find a receptionist blocking you. Have no fear of receptionists. In fact, they can often serve as a source of valuable information if asked the right questions. But be quick. Receptionists have some other call or a person in front of them, waiting.
A secretary’s job is to block your efforts to speak with the decision maker. You seldom find a secretary who isn’t blocking you in some fashion. This is a person you don’t want to upset, alienate, or arrogantly dismiss. If you do you will never speak with your target.
Make certain you don’t fall for the secretaries quick and easy dismissal, like:
“He/she is away from their desk”,
“Their talking with someone right now”
“They are in a meeting”
“Can I have him/her call you?”
When a gatekeeper has successfully blocked you on two or three attempts you must either move on or if the decision maker is particularly important or promising try calling when the gatekeeper is not there like the lunch hour, or after 5pm. You will stand a much better chance of reaching your target.
Be careful of the Junior Manager gatekeeper. If you are calling the owner of a business and the person on the phone says, “I’m the Manager can I help you?”…make certain you don’t bite. But be careful. If this Manager is particularly reticent they’re probably family; the owners son, daughter, wife, or husband.
You want the business owner because they will ultimately make the decision. And the Manager is merely trying to enhance their position by hearing your presentation or request for an appointment and then taking it to the decision maker themselves. Often they will block you by saying, “You can talk with me.” or “I handle that.”. When I hear equivocation, or the hair on the back of your neck stands up telling you “this person is lying”, don’t fight them. Instead enthusiastically agree to talk with them…initially…before asking the killer question…
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