How do you get past gatekeepers to reach new prospects?
Since business development representatives engage with prospects in the early stages of the sales funnel, they frequently talk to gatekeepers like receptionists and administrative assistants. There will be times when the gatekeeper might not allow you or your message to get through to the prospect you're targeting. Talk to the interviewer about the techniques you use to help ensure you can get past the gatekeepers.
"I believe it's most important to earn the trust of the gatekeeper, in addition to being a nice person. I've found that if I am respectful and friendly it goes a long way. I also make sure that I come across as informative and helpful because the gatekeeper is protecting the prospect, so if the gatekeeper knows I have valuable information or something that will help their boss, many times they will pass along my message because they believe it will be beneficial to them. If the gatekeeper thinks I'm just a telemarketer, forget it. I also try to look the gatekeeper up on LinkedIn prior to the call too, if I know who they are. Having some information about them makes it easier for me to build a rapport and gain their trust. Finally, if they are preventing me from getting in touch with the prospect altogether, I try to see if I can skip over them by contacting someone else who is above them."
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Anonymous Answer
To get past gatekeepers you must briefly state the purpose of the call and bring up a previous conversation with the company or ask politely to be transferred to the prospect or correct dept.
Marcie's Feedback
Your suggestions are good ones. Can you talk about a time when you did this successfully? Other strategies you might also mention include building trust, being respectful and friendly, being honest, not trying to sell to the gatekeeper, and calling after hours (to avoid the gatekeeper altogether!) Nice job!
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