Is the gatekeeper stopping you from living your dreams? We’ve all been there before. We have a referral or an introduction into someone and a gatekeeper gets in the way. They stone wall you like you are a criminal. Here are a few tips on using referrals and psychology to get through the gatekeeper.
#1) Always (and I mean ALWAYS) use the person’s name who gave you the referral. If you get any push back ask the gatekeeper this question, “Gatekeeper, why do you think so and so referred me?” Now, almost ALL the time you will get this response or something similar, “Because they think… (something positive).” Then you respond, “Right! Is so and so in?”
#2) Positioning is everything. This is where psychology will get through the gatekeeper. If you act like you are calling someone you’ve talked to for a long time, you’ll do well. Therefore, I recommend using the first name only of the prospect. “I need to speak to Jim, please,” is more casual than, “May I speak with Jim Moore, please?” Another option is to act as if you know the receptionist. Here is how that would sound:
“Hello, this is Barb speaking.”
“Hi Barb, I need to speak to Jim?”
If you are prompted you can say that Bob Adams the person who gave you the referral asked you to call.
So again, you are just saying that you need to speak to someone. If the receptionist questions who YOU are to be calling, you can almost act surprised and offended. You can answer with just your first name. “It’s Aaron, Barb.” (Note: Do not be rude, but you can imply that they are wasting your time).
#3) Have the tonality that is level and confident. Generally when people ask questions their pitch goes up. You want your pitch to stay level so that you do not come across as asking a question but as making a statement.
#4) If you are asked, “Where are you calling from?” Answer with the LOCATION of where you are calling from. I.E. Indianapolis. Then you follow-it back up with another question. This will sometimes throw the gatekeeper off enough to put you through.
Remember, he (or she) who asks the questions is in CONTROL of the conversation. And controlling the conversation is key to getting through the gatekeeper, even when you have a referral in. To start getting through the gatekeeper and to get more referrals click here today! Get Business Referrals!