When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."
But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently.
I've probably gotten approximately $500,000 in Business as a result of the word or deed of gatekeepers.
How have I done this? By remembering a few simple rules:
1. whoever answers the phone is my client;
2. in order for a gatekeeper to open OR close the gate, she has to decide which category to put me in - in, or out.
3. it's the job of the gatekeeper to make sure her boss gets to speak with people who can help him/her do a better job.
My own secretary has a very unique habit of putting messages on the bottom of my In Basket when they are from folks she doesn't like - and she keeps moving these back to the bottom as I go through the pile. But I've come to trust her judgment (once I got over the initial discovery of her deception. Of course, I look there daily now, and just don't tell her.)
"WHY are these HERE?" I asked the first time I noticed a rather large grouping of pink message slips at the bottom of the pile. "I was WAITING FOR THIS CALL."
"He was rude to me, and I didn't trust him."
I address my follow up calls with her feedback in mind; she has saved me time, money, and effort through her gut responses. And she's never been wrong.
Here are two stories of how I got Business from gatekeepers. Note that I was using Buying Facilitation with each of them, and taught them how to decide to choose me.
TWO CASE STUDIES
Case Study #1
I got the name of the Vice-President Southwest Region of DEC (Remember DEC? It's been subsumed by Compaq/HP.) Dave Heil was allegedly a dynamic, innovative thinker, and was located in Albuquerque, NM when I lived in Taos. His secretary Judy answered the phone.
Judy: Dave Heil's office.
SDM: Hi. My name is Sharon Drew Morgen, and this is a sales call. I know you're busy so I'm wondering if this is a good time to speak.
Judy: it's never a good time. Thanks for asking. How can I help you?
SDM: I'm wondering how you folks are adding new sales methods to any current sales training you're doing.
Judy: Can you get here next Wednesday at 8:10? Dave is on vacation til Wednesday, and his first meeting is scheduled for 8:30. He always gets in at 8:00, and I bet he'd like to spend 20 minutes with you before he starts his day. SDM: You're having him meet with me the day he comes back from vacation??
Judy: Yes. I speak with a lot of people trying to get through to Dave; you're the first one who respected me, and who trusted my involvement. I also know that Dave is always on the lookout for innovative material, and if your opening question was a representation of what you're doing, and I suspect it is, Dave will be interested in meeting with you. Can you come?
Of course I went. At precisely 8:10, Dave walked in with a dark tan. "Well, you must be a very smart person that I need to meet. Not many people get through Judy. So, who are you and why do I need you?"
I got the job; Dave Heil is still my friend and colleague 13 years - and several job moves - later.
Case Study #2
I was given the name of a small manufacturing company (company has since been subsumed by a much larger company) and told that they were seeking new sales training. I called in and spoke with the receptionist, Susan.
Susan: Hello. This is Company X. Who would you like to be connected with? SDM: I'm not sure, but maybe you can help me. Are you sure this is a good time?
Susan: I've got the time. What do you need?
SDM: My name is Sharon Drew Morgen, and this is actually a sales call. I've developed an innovative and ethical sales methodology, and am not sure if your company either seeks innovation, or has a desire to bring in new material. Can you tell me how your company chooses to bring in new sales material?
Susan: If
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