A Script to Get Past the Gatekeeper on a Cold Call
How to Get Past the Gatekeeper in Cold Calling
In this section, the speaker shares a scripted framework for getting past gatekeepers during cold calls. The focus is on building a relationship with gatekeepers rather than trying to bypass them.
Framework for Getting Past Gatekeepers
- Start the conversation by introducing yourself and asking to be connected to the desired person.
- Be prepared to answer two common questions asked by gatekeepers - who you are and what the call is regarding.
- Respond by acknowledging that you may sound like a typical salesperson, but emphasize that you are with a reputable company (e.g., IBM).
- State that your company partners with companies like theirs in helping IT leaders reduce setup time for new devices.
- Ask if Chris Smith (or the appropriate person) is the right contact, and if not, politely request guidance in finding the correct person.
Breakdown of the Framework
- Label yourself as a pushy salesperson to diffuse any negative assumptions made by gatekeepers.
- Indicate that you're unsure if you have reached the correct person, showing humility and openness to assistance from gatekeepers.
- Clearly state the reason for your call, including any relevant information or research about their company (e.g., noticing job openings on their website).
- Incorporate a no-oriented question to make the gatekeeper feel comfortable saying no, such as asking if they would be opposed to pointing you in the right direction.
- Emphasize the importance of tonality, ensuring a casual and friendly approach during the cold call.
- If unable to reach the desired person and directed to voicemail, express your concern about low callback rates and ask for advice on alternative methods of contact.
- By seeking help from gatekeepers and asking for their suggestions, you can potentially receive valuable information or guidance.
The speaker emphasizes that tonality is crucial throughout the framework and advises maintaining a friendly and casual demeanor during cold calls.
New Section How to Handle Speaking with the Wrong Person
In this section, the speaker discusses how to handle a situation where you speak with the wrong person during a sales call. The speaker emphasizes the importance of contacting a potential decision maker directly rather than calling a main number.
Strategies for Contacting Decision Makers
- To bypass gatekeepers and speak directly to potential decision makers, it is recommended to use UpLead, a partnership that provides verified mobile phone numbers, email addresses, and direct office lines.
- If you encounter unhelpful gatekeepers who are not assisting you, consider using UpLead's services to obtain verified phone numbers and bypass them.
Conclusion
The speaker encourages viewers to check out UpLead in the video description for more information on obtaining verified contact information for decision makers. They also invite viewers to share their thoughts in the comment section and subscribe for future videos on improving cold call conversations.
Timestamps have been associated with relevant bullet points as per the provided transcript.