10 Ways to Get Past the Gatekeeper When Prospecting

One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same -- to reach the decision maker.

There are 10 ways to get past the gatekeeper that I highly recommend. Plan to also join me in an upcoming webinar I am doing Dec. 22. I will be discussing these and other strategies to get past the gatekeeper in whatever form they might appear.

You can register for the webinar at this link. Even if you can't make it live, sign up now and you will receive a replay.

Here are 10 ways to get past a gatekeeper:

1. Don't assume the gatekeeper is only the gatekeeper. Many times the gatekeeper is the decision maker; they are just not going to let you know they fill that role. If in doubt, ask them the same questions you would if you knew you were talking with the decision maker.

2. Leverage social media to find other contacts within the company you can reach out to. As I like to say, if the front door is closed, simply find another door where you can enter.

3. Contact the decision maker directly through social media such as Linkedin. If you use this approach, your strategy must be 100% focused on what the prospect would feel is important to them. If you come across as simply selling or pitching them, they have every reason to cut you off at the knees.

4. Use the telephone during non-normal hours such as before 8 AM or after 5 PM or even during lunch. If you’re being blocked by a traditional gatekeeper, remember they too have work hours and take lunch. Working around their schedule will many times get you connected.

5. Use the holidays to your advantage. We're fast approaching the holidays, which means many companies go into slow mode. This means people who would not normally answer the telephone or respond to an email will suddenly have time to do so.

6. Use multiple methods to reach the person. I'm always amazed at how many salespeople say they only use email to prospect.  The phone works great too… use it!

7. Reach out and contact another division of the same company to find a contact who may in turn route you directly to the person you're trying to reach.

8. Contact the sales department of the company you're trying to reach. I love this approach and the results are amazing. When you contact the sales department, you will most likely be connected to a new salesperson who will be more than willing to help if they feel you will do the same for them. This approach is a quid pro quo route, but I've rarely found it to not work.

9. When dealing with an administrative assistant, treat them the same as you would the decision maker by asking them the same questions you would the decision maker. The admin is trained to block people from the people they support unless they have real value. You show your value by engaging with them in the exact same way as you would the decision maker.

10. Call after hours and use the automated response system to connect with the voicemail box of the person you're trying to reach.  I agree it is not the live phone call you're looking for, but several very good voicemails can go a long ways to having the decision maker see it might be in their interest to not have the gatekeeper keep you out.

This is just a start on the number of strategies you can use to get past the gatekeeper. Check out my book, High-Profit Prospecting, and don't forget about the webinar! It is Dec. 22 for a fast 40 minutes. Register today! If you can't make it, still register to get the full replay.

Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Mark Hunter, your next keynote speaker: 

Mark Hunter, CSP, “The Sales Hunter” is recognized globally as one of the top sales speakers, known for his challenging insights, high-energy, and passion to create change that he delivers each time he speaks, whether it be a sales kick-off meeting, corporate function or association event. Mark Hunter is the author of the best selling book, High-Profit Prospecting. Here’s what others are saying:

Mark presented "Accelerate Your Sales Prospecting" at the February 2015 Institute for Excellence in Sales program in Northern Virginia. He nailed it and gave the 150 selling professionals and business owners in attendance amazing tips, strategies and tactics they could implement that day. The sales leaders at our program universally acknowledged Mark as one of the top speakers we've ever had.

• Fred Diamond, Executive Director, IES Washington DC

At our annual company sales meeting we' ve never seen a speaker work so hard, with advance preparation, with such genuine style of delivery, and with such hunger for results. If you weren't on the edge of your seat....you were in a coma. Period! 

• Mark Allen, Regional Manager, Marlin Companies

Mark’s strategies are innovative, easy to follow and easy to use in the "real world." He customized his strategies to directly speak to the issues and challenges facing our unique business, and he helped us encompass specific selling examples. This training was very applicable to our sales staff, both at a senior and junior level, as it reinforced important sales techniques.”

• Danielle Pakradooni, Blue Man Group

Copyright 2016, Mark Hunter "The Sales Hunter." Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Just announced... I'm joining best-selling authors, Jeb Blount, Mike Weinberg, Anthony Iannarino, in an on-line fast-paced discussion on how to build your sales pipeline effectively at the Virtual Sales Kickoff 2017