Just the mere fact that we refer to an assistant as a “gatekeeper” pre supposes a negative dynamic. One where we need to go around, go over and in some cases; plow through! Not sure if that lends itself to a collaborative relationship!

Here’s something else to think about: Our first, continuing and lasting impression on an assistant is critical considering that we will have to live with them should their company choose to partner with us!

Perhaps its time for every  gatekeeper to get fired! Sounds nasty, but I mean it. Actually I said it to dramatize my idea. What I actually mean is perhaps . . .

It’s Time To Fire The Gatekeeper And Take Them On As a Partner!

First and foremost, understand that lots of  people, with lots of things are trying for an audience with the big cheese. Is your message compelling enough to be memorable? Have you engaged in meticulous pre call planning? Have you found a triggering event in their organization you can leverage such as expansion, a new contract they won, a promotion, relocation, a press release? How about something from their industry, a competitor? Oh and before I forget, does your message address any of the areas all businesses are interested in:

More sales, more customers, more market share
Happy customers, happy shareholders, happy employees
Better image, quicker to market turn times, greater efficiencies
More profit, reduced turnover, lower cost of sales

And while we’re at it, aren’t there things that irritate decision makers to no end?

Missed deadlines
Poor quality
Internal customers
Surprise costs
Poor communication
Stupid buying experiences and dare I say . . .
Dealing with less annoying sales reps

And here’s a nutty thought . . .

Lose the monkey style kung fu evasion tactics and simply level with them. Tell them why you’re calling! One of my favorite things to do (especially if I get one of those snotty “Can I help you?” greetings, is to say something like “Actually (insert name) you might be the ONLY person who can help me” and then I have a conversation with them detailing what I’m trying to do and more importantly why this is important to them. I end by asking for their advice on how I can get an audience with their boss.

Just out of curiosity, do you think it feeds one ego to be asked for advice or help? Why not leverage that? People have egos, it’s time for you to cater to them.

No matter where that conversation goes, that assistant is getting a handwritten thank you card. Why? Aside from just plain old fashioned good manners, I would venture to say that I might be the only one who sent a thank you. This helps me build my brand and might even get my name brought up to the decision maker.

Something else to think about. Every human being needs to be acknowledged and appreciated. In doing that you begin to wear away barriers and create relationships!

My philosophy with an assistant is the same as I have for a prospect “I don’t care if its today, tomorrow or on my retirement dinner, we will be partners”

I believe Wayne from Wayne’s World summarized it best when he looked at that guitar at the music store and said;

“You will be mine. Oh yes, you will be mine!”

It’s to that end that the last step kicks in. Creating relationships needs to be embraced as a long term strategy. It certainly doesn’t happen on the first phone call. This is a game of patience, a courtship if you will. And although its wonderful and sometimes probable that we could simply call and get the appointment, we need to have a well thought out, multiple hit strategy that includes collaborating with the partner formerly known as “The Gatekeeper”

T-Minus 7 Days Until We ROCK Your Cold Calls

Next to emails, the phone is easily THE noisiest channel when it comes to reaching out to a potential client!

And since they are overwhelmed with the high volume of calls . . .

They have assistants filtering them (the topic of today’s post)

Voicemails stopping them and if you’re lucky enough to get through . . .

You’re dealing with a person who will make a really quick judgment as to whether or not you’re worthy of being heard, let alone being granted an appointment.

Sadly, less than 3% of cold calls result in an appointment!

According to a report from IBM, only about 3% of all the calls you’re making result in the appointment. If you’re like most people, you think that the old “Sales is a numbers game” philosophy fixes that when all you’re really doing is more of something that was ineffective! That’s why I thought it might be time to ROCK your phone calls with a special 90 minute webinar!

Here’s what I’m going to share . . .

• 30 ways to find potential clients who have a higher probability of needing what you sell, TODAY. Can you say “URGENCY”?
• How to craft an objection resistant dialogue that gets their attention in the first 10 seconds. I’m also going to send you a few templates to help you along.
• How to proactively prevent skepticism, doubt, resistance and, I might as well say it, OBJECTIONS.
• How to respond to typical objections like “Not interested/No need” “Have a supplier/Under contract” “Too busy”.
• How to respond to typical stalls, like “Call me back next month, next year, after the holidays, next millennium etc” “Send me your information” etc.
• How to generate, at least 3 additional phone appointment, each week.
• How to ask for access to a higher level decision maker without insulting your contact.
• 4 types of voice mails that will set you apart from your competition. I’m also going to send you the templates for these. You’re welcome!

When?

September 22nd at 11:30 am EST. Can’t make it that day? Sign up anyway and I’ll send you the recording later that day. View any time you’d like during the next 30 days.

Where?

Your computer screen. Join us from your favorite chair!

Here’s What You’ll Get . . .

(1) 90 minute workshop with over 30 ideas to dramatically improve the phone calls you’re making! A 10 page downloadable workbook A reinforcement email after the workshop complete with a special bonus PDF and a recording of the workshop. Oh, and I’m also going to send you a few templates to help you craft a better opening statement and leave better voice mails.

What’s The Investment?

$99 and the best part is that you don’t have to sell off a kidney or rush to the store to cash in your deposit bottles to join us!

You don’t have to have a PayPal account to pay with PayPal. Simply select “Pay with a debit or credit card or Bill Me Later” after hitting the “Buy Now” button!