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How can you build a positive relationship with a gatekeeper?

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If you work in outside sales, you know how challenging it can be to reach the decision-makers who can buy your products or services. Often, you have to deal with gatekeepers, such as receptionists, assistants, or managers, who screen the calls and emails of their bosses. How can you build a positive relationship with a gatekeeper and increase your chances of getting past them? Here are some tips to help you.

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Mohammad Tabrej Khan

Fleeca- India's Largest Fleet Care Service Provider II Ex- Khaitan II Ex-Micromax II Ex- Aircel II Ex- Airtel II Ex-…
Robson D.

Executivo de Vendas | Gestor de Contas | Grupo Athena Saúde | Humana Saúde Sul

1 Respect their role

The first step to building a positive relationship with a gatekeeper is to respect their role and authority. They are not just obstacles or annoyances, but valuable sources of information and influence. They have the power to grant or deny you access to their boss, and they may also have some input on the buying decision. Therefore, treat them with courtesy, professionalism, and appreciation. Don't try to trick, pressure, or bribe them, as this will only damage your reputation and trust.

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Mohammad Tabrej Khan

Fleeca- India's Largest Fleet Care Service Provider II Ex- Khaitan II Ex-Micromax II Ex- Aircel II Ex- Airtel II Ex- Vodafone II Ex- Reliance Com II Ex- Coke II Ex- Godfrey Phillip
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Actually, we should never forget to greet them in morning and evening and try to just have a few word with them about their job related issues. Build a personal report so that they can share their problems with you.

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Robson D.

Executivo de Vendas | Gestor de Contas | Grupo Athena Saúde | Humana Saúde Sul
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Reconhecer seu papel ao interagir com um gatekeeper é crucial, pois demonstra compreens?o e respeito pelos limites e fun??es dessa pessoa. Ao entender o papel do gatekeeper, você pode adaptar sua abordagem de maneira mais eficaz, enfocando em como sua proposta ou solicita??o pode agregar valor à organiza??o. Isso n?o apenas facilita a comunica??o, mas também fortalece a confian?a e a colabora??o no longo prazo.

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Laurent FOULGOT

Key Account Manager Senior (K.A.M.) spécialiste des dispositifs médicaux et des marchés hospitaliers.
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Le r?le d'un gardien est de de garder un lieu, une personne privée de liberté. Il n'est donc qu'un exécutant qui fait fi de ce qu'il pense pour obéir. Or l'obéissance doit être assumée jusqu'à au bout des ordres donnés. Avoir une relation avec une personne hermétique et limité aux ordres re?us parait très difficile à établir.

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Bruno Dantas
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Seja cordial e respeitoso: Demonstre gentileza e respeito desde o primeiro contato. Cumprimente-os com um sorriso genuíno e use linguagem educada. Saiba o nome deles e use-o: Mostrar que você se lembra do nome deles pode criar uma conex?o pessoal e tornar a intera??o mais calorosa. Seja claro sobre sua inten??o: Explique brevemente quem você é e por que está tentando entrar em contato com a pessoa ou departamento relevante. Isso ajuda a gatekeeper a entender sua necessidade e a decidir como ajudar. Esteja preparado e organizado: Tenha todas as informa??es necessárias prontas antes de entrar em contato. Isso mostra que você valoriza o tempo deles e está bem preparado.

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2 Do your homework

The second step to building a positive relationship with a gatekeeper is to do your homework and prepare for your interaction. Before you call or email, research the gatekeeper's name, title, and role in the organization. Use LinkedIn, the company website, or other sources to find out more about them. Also, find out the best time and method to reach them, and what kind of information they need or want from you. This will show them that you are respectful of their time and interested in their needs.

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3 Be friendly and genuine

The third step to building a positive relationship with a gatekeeper is to be friendly and genuine in your communication. Don't just recite a scripted pitch or ask for a favor, but engage in a meaningful conversation. Use their name, smile, and show some personality. Ask them how they are doing, what they like about their job, or what challenges they are facing. Listen to their answers and show empathy and interest. Also, share something about yourself, such as your background, goals, or hobbies. This will help you build rapport and trust with them.

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Alexander Ulfelder

Development Johns Hopkins Medicine | Johns Hopkins University MBA Candidate
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Charm. Charm and remember details about them. Every now and then you will meet a person made of stone who is immune to charm, but what can you do. I imagine some people don’t like puppies and Sunday mornings either, but we can’t let them get us down.

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4 Provide value and relevance

The fourth step to building a positive relationship with a gatekeeper is to provide value and relevance in your message. Don't just talk about your products or services, but explain how they can solve a problem or create an opportunity for their boss or organization. Use specific examples, case studies, or testimonials to demonstrate your value proposition. Also, tailor your message to the gatekeeper's role and perspective, and show how you can make their job easier or better. This will help you create curiosity and interest in your offer.

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Robson D.

Executivo de Vendas | Gestor de Contas | Grupo Athena Saúde | Humana Saúde Sul
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Ao interagir com um gatekeeper, é vital proporcionar informa??es e propostas que sejam diretamente pertinentes aos objetivos ou interesses da organiza??o. Destacar a importancia da sua intera??o dessa maneira n?o apenas chama a aten??o do gatekeeper, mas também evidencia que seu contato tem um impacto significativo e pode contribuir positivamente para os objetivos da empresa. A relevancia e o valor agregado s?o componentes essenciais para estabelecer rela??es sólidas.

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5 Ask for advice and feedback

The fifth step to building a positive relationship with a gatekeeper is to ask for advice and feedback on your approach. Don't assume that you know everything or that you have the best solution. Instead, ask the gatekeeper for their opinion, suggestions, or objections. This will show them that you value their input and expertise, and that you are open to learning and improving. It will also help you uncover any hidden objections or concerns that may prevent you from reaching the decision-maker.

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6 Follow up and follow through

The sixth and final step to building a positive relationship with a gatekeeper is to follow up and follow through on your promises and commitments. Don't just disappear after your initial contact, but stay in touch and keep them updated on your progress. Send them a thank you note, a reminder, or a relevant article or resource. Also, deliver on what you said you would do, such as sending a proposal, scheduling a meeting, or providing a reference. This will show them that you are reliable, professional, and respectful, and that you are serious about your offer.

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Robson D.

Executivo de Vendas | Gestor de Contas | Grupo Athena Saúde | Humana Saúde Sul
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Para construir uma boa rela??o com um gatekeeper, comece sendo cortês e respeitoso. Comunique-se de maneira clara sobre o motivo do seu contato e como isso pode beneficiar a organiza??o. Demonstre compreens?o sobre o papel do gatekeeper e esteja atento aos protocolos estabelecidos. Ao longo do tempo, mantenha consistência, ofere?a informa??es relevantes e mostre como sua intera??o pode agregar valor. Construir confian?a e destacar os benefícios mútuos s?o fundamentais para estabelecer uma rela??o positiva com o gatekeeper.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build a positive relationship with a gatekeeper?

1

2

3

4

5

6

7

1 Respect their role

2 Do your homework

3 Be friendly and genuine

4 Provide value and relevance

5 Ask for advice and feedback

6 Follow up and follow through

7 Here’s what else to consider

Outside Sales

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How can you build a positive relationship with a gatekeeper?

1

2

3

4

5

6

7

1 Respect their role

2 Do your homework

3 Be friendly and genuine

4 Provide value and relevance

5 Ask for advice and feedback

6 Follow up and follow through

7 Here’s what else to consider

Outside Sales

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