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Thursday, March 19 2015

How To Get A Top Prospect
To Meet With You

By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker

  • Word Count: 407
  • Time To Read: 1.6 minutes [Based on 250 Per Minute]

Although you may have a great product or service, getting an appointment with a top decision maker can be challenging - especially if there "gatekeeper" in front of you. What's a gatekeeper? It's the person that insulates the decision maker, oftentimes his or her administrative assistant, from unwanted salespeople who can waste their boss' time.

Options, Suggestions And Techniques To Get Past A Gatekeeper.

  1. If you get the gatekeeper on the phone, respectfully ask for their help on the best way(s) to get on the decision maker's calendar for a brief 15-minute conversation.
  2. Ask the gatekeeper for help in delivering a special lumpy-mail or overnight package to the decision maker. High-level people love these packages.
  3. Get an introduction from a decision maker's trusted advisor. By the way, if you get the gatekeeper on the phone, use the trusted advisor's name when calling, i.e., "John Smith of ABC Law Firm recommended that I speak with Sharon (try not to use the decision maker's last name) today. Will you be kind enough to transfer me to Sharon please - thank you."   
  4. Call the decision maker's office early in the morning or after 5:00 p.m. - typically before or after the gatekeeper arrives.
  5. Don't try to sell the gatekeeper on your product or service as it will only irritate them. Remember, your job is only to get on the decision maker's calendar.       

There are many tips and techniques on getting past the gatekeeper. The key to your success will be based on the following elements:

  • Your creativity on sending a unique marketing campaign that breaks through the clutter (and gets you noticed).
  • Your confidence and politeness when talking with the gatekeeper.
  • Getting a third party to provide you with an introduction with the decision maker.

Executive Summary: If you are trying to connect with a decision maker, it's best to get a third party (trusted advisor) to help you with that initial introduction. If you don't have a third party to leverage that initial introduction, send the person a creative marketing campaign that's inserted into a lumpy mail or overnight package. Don't forget to include a call to action, i.e., free download, video link, etc. that would trigger their curiosity so they actually take action. Remember, not everyone wants to buy what you are selling today or for that matter tomorrow. The key is professional persistence via a formal drip marketing system. 

About The Author

Glenn Fallavollita is the President of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and chief strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc.  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.

To learn how he can help your business increase its sales, visit us on the web at www.DripMarketing.com or call (856) 401-9577.

Posted by: Glenn Fallavollita AT 07:40 am   |  Permalink   |  Email
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