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Have you ever felt totally unable to get past gatekeepers? If so, you’re not alone. Administrative assistants, receptionists, departmental operators and other gatekeepers have the responsibility to stop B2B telemarketers and customer sales representatives from accessing the decision makers… your potential clients!

Remember, It’s Just Their Job!

It’s the nature of their job to filter people out, unless it’s an important contact that they are aware of, and if the decision maker themselves want to talk to that person. Gatekeepers have to control who they allow through and who they don’t. It’s important that you know how to manage these calls so that you get past them.

Here are some of the ways to do it…

1. Give Respect Where It’s Due

Get past the gatekeeper

When speaking to the gatekeepers, stop insisting or trying to reach the decision maker by force, remember that they are a real human being and not an automated phone service. So, give them the respect and courtesy that they deserve. The first step to building that rapport is asking their name and using it in your conversation with them.

2. Specificity Matters

It’s surprising – the number of calls gatekeepers get in a day is much more than you’d think. So, it’s important that you make your call the one to stand out. Mention your purpose of calling, your name and company’s name at the very start of the call so that they know exactly who you are.

Also, don’t just start pitching the product to them, and don’t make the conversation last too long. Professional B2B sales representatives know to steer clear of these two pitfalls while they establish their rapport with the gatekeeper.

3.   Politeness is Paramount

A B2B sales representative may have a tough job, but a professional B2B sales representativeknows not to let frustration get in their way. Rudeness, arrogant behaviour and impatience will get you nowhere in the sales business, and professionals know this all too well. They keep their feelings and emotions to the side and portray themselves and their business with courteousness and kindness.

4.Don’t Forget – Off Hours Are There

Politeness is key!

If you can’t get through to the decision maker, you may want to skip the gatekeeper altogether, and try to call the prospect during off hours to get through to them. The best times may be during lunch break, early mornings, or in the evenings.

If you want to connect with your prospects without worrying about the gatekeeper, get in touch with the professionals at the Lead Generation Company.

The Lead Generation Company

Follow the tips we have mentioned here and you are sure to see your sales soar. To learn more about B2B lead generation support – get in touch.

To know more about our products and services, contact us today on 0333 344 3470 , email:

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