Team’s Top Tips For Getting Past The Gatekeeper
To be successful in telemarketing, you have to know all the ways to get past the gatekeeper, which can be a tricky task for a new telemarketer. Thankfully, there are ways you can enhance the quality of your call and easy tactics that you can use to get past the gatekeeper in no time at all, with the right attitude and approach.
Using an authoritative tone is essential for getting past the gatekeeper – using confidence to hold the call, keep control of the direction and eventually get to the right contact. Ensuring you don’t adopt an aggressive tone, but assertive and proving to the gatekeeper that your call is important for the decision maker to take is essential and can be achieved through applying the right tone to the call.
Timing is everything, and in sales or lead generation this could be no further from the truth. Making sure you are conscious of the right time to call to get through to the gatekeeper will make your job a thousand times easier when getting past the gatekeeper. The goal is to catch your decision maker outside of the peak office hours, where they are less likely to be at their desk and more likely to be out on meetings or attending to the daily running of the office. If you are calling on the latter end of the working week, we recommend calling in the late afternoon, as business is likely to be winding down in preparation for the weekend, so could be the optimum chance to catch your decision maker and get easier access to them.
Rapport & Relationships
Building rapport with the gatekeeper is a great way to get them on side, and you will have a better chance of gaining more information on the business day to day, and when you are most likely to catch your contact or decision maker. Especially in B2B telemarketing, gaining as much knowledge on the business before you approach your contact and connect with them, will set you ahead of competitors and impress your prospect. Utilising the time spent in contact with your gatekeeper by gaining as much information possible about the business is a worthwhile investment and building a relationship with them is a wise investment, as they are likely to be trusted and close working with your contact, so will have better influence, as well as offering reassurance to the decision maker that your call is worthy of their time.
Struggling to get past your gatekeepers? Team Telemarketing employ a number of expert telemarketers who make it their mission to get in contact with the right person, by demonstrating their experience and knowledge, implementing strategies and using their confidence in their work to make sure they are always in contact with the decision maker.