What are some creative ways that you have been SUCCESSFUL at transferring from a receptionist who would not let you in the front door to a trusting BUSINESS PARTNERSHIP? Please post your ideas below in the comments section.
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3 comments:
I know of a salesperson who was having trouble getting into an office. He was a pharmaceutical salesperson. He made ten visits with no success, but he became very friendly with the receptionist and found out that she loved Cocoa Puffs cereal. He sent her a Costco sized box of Cocoa puffs cereal to her office. On his next visit, she introduced his to the decision making manager.
I do 80% of my business over the phone. One way I have consistently gotten past gatekeepers is to ask questions that a customer would ask. "I want to talk to someone about loan programs." I then get transferred to my target market (Loan Officer or Office Manager). I have shared this with a few colleagues of mine. I noticed that you must use the same vocal tone that a customer would. A colleague of mine tried the same tactic but the receptionists could hear the "sales" in his voice. He was too enthusiastic up front. Once he toned it down, and blended in (talk like a customer would... until you reach your target audience) -- THEN he was able to get through without a problem.
Another way to get past the gatekeeper:
1. Call Gatekeeper via phone -- ask for "roster list" of all persons in office with their emails/contact information. Gatekeeper feels this is somewhat dubious and you can hear she is uncomfortable sending out this information.
2. Mail Gatekeeper a $5.00 Starbucks card with a Pre-Paid Postage Envelope and a thank you note that reads: "[Francine], it was a pleasure meeting you over the phone! Could you do me a favor? If you could put your office's business cards in the enclosed envelope that would be a HUGE help!
Thanks a bunch!"
I have had a 100% success rate with this. Also, when you finally show up in person the gatekeeper will remember you and be HAPPY to see you.
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