How do you handle gatekeepers while trying to get through to prospects?
Since fintech 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 won't allow you or your message to get through to the prospect you're targeting. Explain to the interviewer the methods you use to help ensure you can get past the gatekeepers.
"I make it my goal to earn the trust of the gatekeeper because you won't get anywhere without that. I also try my best to be as nice and friendly as possible because people respond to that. If you treat them nicely, it's likely they will treat you nicely back. In addition, I also make sure that I am informative and helpful so the gatekeeper knows that I have valuable information or something that will help their boss. If they believe this to be the case, generally they will pass along my message because they believe it is beneficial for their boss. If the gatekeeper thinks I'm just a telemarketer, forget it. Also, if I have time, I try to look up the gatekeeper on LinkedIn prior to the call. Having some information about them helps me to build a rapport and gain their trust. Finally, if they keep preventing me from getting in touch with the prospect, I look to see if I can somehow skip over them by contacting someone else."