Talk The Talk
The ability to sound or look like a company insider can greatly affect how much weight the gatekeeper gives you and your message. Wherever possible in your conversation, talk the talk, know the team, and mention insights and challenges
If the gatekeeper thinks there is any chance that you may be someone the decision-maker wants to or needs to see, they will probably err on the side of making sure he or she gets your information.
Know What You Want
Without any instruction, your message or material is likely to be handed to the decision-maker with little if any explanation, i.e., “Some guy dropped this off” or “This woman left a message.”
Decide what you want the gatekeeper to do or say and denmark telegram data give them very clear instructions. Then break it down into a tier of desired outcomes.
For example:
Passing along specific information, as well as a recommendation.
Providing an alternative way to contact the decision-maker.
Sharing an insight into the decision-maker’s availability or needs.
Give Them Responsibility
By enlisting the gatekeeper’s help and soliciting their opinion or advice, you are involving them in the outcome. And the ideal outcome for them is that you make them look good for “finding” you and recognizing your potential value to the company.
If a gatekeeper has helped you out in any way, be sure and keep them in the loop as you make progress. For example, say: “Thanks for your help and if you don’t mind, I’m going to let you know when I do get a hold of her.” This will give the gatekeeper a stake in the results.Giving Positive Feedback
During a feedback session, the sales manager cannot only congratulate the sales rep for their achievement but also help the sales rep to better understand why they achieved the win in the first place.