Decision Makers - How To Avoid The Gatekeepers
If you needed something or wanted to sell something to
someone, would it be better to go through an intermediary or
would it be better if you could talk with a decision maker directly?
Okay, don’t punch me on the (virtual) shoulder. The answer is
obvious. However, many people feel more comfortable going to
intermediaries first. In most cases, that’s not the best use of
your time.
In business, intermediaries are those such as executive assistants
or midlevel managers and above. One of their jobs is to protect
the decision makers from people who would like to ask decision
making questions. You know, like sales people.
If you're not in sales, hold on. If you’ve been a subscriber for
awhile, you may have read me say, *Everyone is in sales.* We
just sell different things.
Why don’t most people go directly to the decision maker? One
reason:
INTIMIDATION. Here’s how to conquer that. . .
Of course, if you’ve read my book on overcoming rejection, “How
To Take No For An Answer And Still Succeed,” you’d also know
that fear of rejection is the most likely culprit.
The intermediaries often see their jobs as gatekeepers. In fact,
many are told by their bosses (the decision makers) that is, in
fact, part of their job description.
I’ll suggest some ways to get right through or at least the most likely ways. It won’t always work but it will always be worth it.
Contact the decision maker directly and first.
Q: But what if that makes him/her mad?
A: Even if it does, you might get through and accomplish your
mission.
Here are three possible scenarios in attempting to get to the top
directly:
1. He/she actually answers the phone and either buys from you
or takes your offer under consideration.
2. You get a very able assistant who won’t let you in.
3. You get to him/her eventually and get a resounding, NO!
You may have to do a little research first. The amount of time
you take should be in direct proportion to the potential value of
your outcome.
Be sure that you know the name of the person you’re calling. It’s
amazing but some people ask for “the president” or the CEO but
don’t find out the name.
If it’s a large company and you’re calling the CEO, which you
should feel free to do, call the main number. If you get a virtual
response with prompts such as, “If you know your party’s
extension. . .” etc. Wait, just in case there is an employee
directory. If there isn’t, try 411. If that doesn’t work, dial “0.”
Once you get an operator, say that you’ve got to take another call but that you can’t find (his/her name’s) extension and ask for it. If you get it, great. Write it down and call back. If you can’t dislodge it, then just say thanks and hang up.
If you didn’t get the extension, call back and see if the prompts give you a clue as to extensions or departments. Call any one,
when you get a live person (hopefully) explain that you must
have the wrong extension. Ask them for your decision maker’s
extension. Use first and last name, not Mr. or Ms.
If, when you call the extension, you get a gatekeeper, say this,
being firmly but casually; “This is ___, for (their first name only)
please.
You might get right through. If asked what it’s regarding, you
can say one of two things, what it’s about or, that it’s a personal
matter. The latter is true as it’s personal between the two of
you.
If you get through to the Big Cheese and you are then told to
call down the line, it’s still much better. When you call the
employee that the boss told you to, you are coming from the
top down and you’ll get a much better reception.
If you are told in no in no uncertain terms, no. Continue on. Ask
if he/she knows of any peers that they might suggest who might
find value in your offer. Surprise! Sometimes, just to get rid of
you, they’ll give you a name AND number.
Regardless of the answer, do this, hardly anyone else will. Send
that person a thank you card, thanking them for their time and
hopefully, their order or whatever they’ve agreed to. If they said
no or where even rude, do it anyway.
Several years ago, when I owned part of a multimillion dollar
company complete with my own gatekeepers, a very determined
ad specialties salesman finally got through to me. I was busy,
tired of hearing from him and I’m afraid I was more rude than I
should have been. I quickly ended the call saying we had no need
for his stuff. A few days later I got a card. No sales pitch, just a
thank you for at least taking his call. I was already feeling guilty
for being so abrupt. That guy eventually got a nice order from
me. And, it was a win-win. He had good products and they
worked for us.
Here are some other quick tips:
• Do a Google or other search, using the name of the person,
their company and the area code for where the office is and this;
“ext” You can also do variation of the search, using the full name,
and terms like, member, club, charity, foundation, board member,
etc. You may not get a direct number, but you might find out
other interests he/she has and bring those up when you talk.
• If this person is in your industry you probably know others
who also know him/her. Ask around, request an introduction.
• If you can’t get through, write a letter on your letterhead. Mark
it personal. Do a professional heading, and make the salutation
familiar by writing, Dear (first name), I look forward to speaking
with you next week. I’ll phone promptly at 10:00 A.M. Once again,
I appreciate your time. Be on the watch, you might get a direct
call back from your intended or the gatekeeper. Be sure to call
exactly on time. You might be pleasantly surprised.
• Never lie. Don’t say things like, “he’s expecting my call.” or,
“We met before. . .” etc.
• Go to www.robertringer.com and get his book, “To Be Or Not
To Be Intimidated.” It’s full of AHAs!
Yes, you might not get through, you might even feel
embarrassed if you get caught not
You’d be surprised how many times persistence is appreciated
and acknowledged from the top. That’s usually how they got to
that position. Keep your awareness high enough to know when
to stop, slow down or change tactics, but not too soon either.
Keep on keeping on. If your goals and ideals are worthy to you,
you will. If they aren’t. . .well, what do you think?
The beginning,
Tom
P.S. Save $10.00 right now.
If you haven't read my book, “How To Take No For
An Answer And Still Succeed,” It's now an ebook with great
bonuses, with more coming.
Go to; http://tinyurl.com/levot
someone, would it be better to go through an intermediary or
would it be better if you could talk with a decision maker directly?
Okay, don’t punch me on the (virtual) shoulder. The answer is
obvious. However, many people feel more comfortable going to
intermediaries first. In most cases, that’s not the best use of
your time.
In business, intermediaries are those such as executive assistants
or midlevel managers and above. One of their jobs is to protect
the decision makers from people who would like to ask decision
making questions. You know, like sales people.
If you're not in sales, hold on. If you’ve been a subscriber for
awhile, you may have read me say, *Everyone is in sales.* We
just sell different things.
Why don’t most people go directly to the decision maker? One
reason:
INTIMIDATION. Here’s how to conquer that. . .
Of course, if you’ve read my book on overcoming rejection, “How
To Take No For An Answer And Still Succeed,” you’d also know
that fear of rejection is the most likely culprit.
The intermediaries often see their jobs as gatekeepers. In fact,
many are told by their bosses (the decision makers) that is, in
fact, part of their job description.
I’ll suggest some ways to get right through or at least the most likely ways. It won’t always work but it will always be worth it.
Contact the decision maker directly and first.
Q: But what if that makes him/her mad?
A: Even if it does, you might get through and accomplish your
mission.
Here are three possible scenarios in attempting to get to the top
directly:
1. He/she actually answers the phone and either buys from you
or takes your offer under consideration.
2. You get a very able assistant who won’t let you in.
3. You get to him/her eventually and get a resounding, NO!
You may have to do a little research first. The amount of time
you take should be in direct proportion to the potential value of
your outcome.
Be sure that you know the name of the person you’re calling. It’s
amazing but some people ask for “the president” or the CEO but
don’t find out the name.
If it’s a large company and you’re calling the CEO, which you
should feel free to do, call the main number. If you get a virtual
response with prompts such as, “If you know your party’s
extension. . .” etc. Wait, just in case there is an employee
directory. If there isn’t, try 411. If that doesn’t work, dial “0.”
Once you get an operator, say that you’ve got to take another call but that you can’t find (his/her name’s) extension and ask for it. If you get it, great. Write it down and call back. If you can’t dislodge it, then just say thanks and hang up.
If you didn’t get the extension, call back and see if the prompts give you a clue as to extensions or departments. Call any one,
when you get a live person (hopefully) explain that you must
have the wrong extension. Ask them for your decision maker’s
extension. Use first and last name, not Mr. or Ms.
If, when you call the extension, you get a gatekeeper, say this,
being firmly but casually; “This is ___, for (their first name only)
please.
You might get right through. If asked what it’s regarding, you
can say one of two things, what it’s about or, that it’s a personal
matter. The latter is true as it’s personal between the two of
you.
If you get through to the Big Cheese and you are then told to
call down the line, it’s still much better. When you call the
employee that the boss told you to, you are coming from the
top down and you’ll get a much better reception.
If you are told in no in no uncertain terms, no. Continue on. Ask
if he/she knows of any peers that they might suggest who might
find value in your offer. Surprise! Sometimes, just to get rid of
you, they’ll give you a name AND number.
Regardless of the answer, do this, hardly anyone else will. Send
that person a thank you card, thanking them for their time and
hopefully, their order or whatever they’ve agreed to. If they said
no or where even rude, do it anyway.
Several years ago, when I owned part of a multimillion dollar
company complete with my own gatekeepers, a very determined
ad specialties salesman finally got through to me. I was busy,
tired of hearing from him and I’m afraid I was more rude than I
should have been. I quickly ended the call saying we had no need
for his stuff. A few days later I got a card. No sales pitch, just a
thank you for at least taking his call. I was already feeling guilty
for being so abrupt. That guy eventually got a nice order from
me. And, it was a win-win. He had good products and they
worked for us.
Here are some other quick tips:
• Do a Google or other search, using the name of the person,
their company and the area code for where the office is and this;
“ext” You can also do variation of the search, using the full name,
and terms like, member, club, charity, foundation, board member,
etc. You may not get a direct number, but you might find out
other interests he/she has and bring those up when you talk.
• If this person is in your industry you probably know others
who also know him/her. Ask around, request an introduction.
• If you can’t get through, write a letter on your letterhead. Mark
it personal. Do a professional heading, and make the salutation
familiar by writing, Dear (first name), I look forward to speaking
with you next week. I’ll phone promptly at 10:00 A.M. Once again,
I appreciate your time. Be on the watch, you might get a direct
call back from your intended or the gatekeeper. Be sure to call
exactly on time. You might be pleasantly surprised.
• Never lie. Don’t say things like, “he’s expecting my call.” or,
“We met before. . .” etc.
• Go to www.robertringer.com and get his book, “To Be Or Not
To Be Intimidated.” It’s full of AHAs!
Yes, you might not get through, you might even feel
embarrassed if you get caught not
You’d be surprised how many times persistence is appreciated
and acknowledged from the top. That’s usually how they got to
that position. Keep your awareness high enough to know when
to stop, slow down or change tactics, but not too soon either.
Keep on keeping on. If your goals and ideals are worthy to you,
you will. If they aren’t. . .well, what do you think?
The beginning,
Tom
P.S. Save $10.00 right now.
If you haven't read my book, “How To Take No For
An Answer And Still Succeed,” It's now an ebook with great
bonuses, with more coming.
Go to; http://tinyurl.com/levot
posted by Tom Justin | 7:54 AM
0 Comments:
Post a Comment
<< Home