In an effort to combat market conditions, I’ve noticed an increase in cold calling activity within many organizations regardless of industry. Here are some solutions to be mindful of for you to use when you run into the barrier that may prevent you from connecting with your desired prospect. The elusive gatekeeper.
Strategy #4: Ask for Help
Now that you have the prospect’s name, you begin the initial steps of contacting the prospect. After several attempts, you still have not successfully connected with them.
Another avenue to revisit would be asking the concierge for help. Think about how you respond when someone asks you for help. Chances are, you do your best to help them. So, appeal to their humanity. Here’s a sample of the dialogue to use.
You: “Hi Jane, Keith Rosen here. We spoke a few weeks ago and you were kind enough to help me then. Well, here I am again in desperate need of your help. I’ve been trying to get in touch with Mary Johnson, but have not been successful in getting her to return my calls. I’m sure she is very busy and I certainly don’t want to keep filling up her voice mail with messages from me. Can you help? Any suggestions you can provide, whether it’s an alternative way to get Mary to return my call, a different way to contact her other than voice mail, or a better time that I should try to reach her would be deeply appreciated.”
You now have the opportunity to develop a relationship with the concierge and become the salesperson who gets preferential treatment that the other salespeople who are calling do not. Finally, you might find that once you ask for help, they will immediately connect you to the prospect!
Becoming friends with the concierge provides some immediate benefits that you can realize. As a matter of fact, you’ll be surprised how much insider information you can get. This includes the name of the decision-maker and their contact information, important information about the decision-maker and how to best approach and appeal to them, company politics and procedures, company status and timely news, internal changes, , initiatives, or challenges.
Connecting with them as a person rather than as an obstacle will make your cold calling efforts much less of an effort. So, acknowledge every concierge you speak with. It’s safe to say these types of calls are not the majority of calls they receive. Some are just downright hostile! After all, the concierge is often the first point of contact and in the hot seat when dealing with certain problems. With the barrage of calls that a concierge fields daily, a sincere and authentic complement goes a long way. You now have an internal advocate on your side.
Strategy #5: Work from the Top Down and the Bottom Up
Get your calls transferred over to customer service, technical support, accounting and attempt to get the intel you need from there.