Selling Power Magazine Article

How to Befriend a Gatekeeper

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First of all, note that the word "gatekeeper" doesn't have a pleasant connotation. That's why Keith Rosen, the author of The Complete Idiot's Guide to Cold Calling (Alpha, 2004), refers to the gatekeeper as the "concierge." "Concierge" has a friendlier ring to it and will help you to approach the person who answers your call in a different way.
Rosen provides us with these ways to befriend the concierge:
Ask for the concierge's name. Then commit it to memory.
Be honest. Tell the concierge who you are -- a sales associate, salesperson, or account executive -- right up front.

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k for help. "Think about how you respond when someone asks you for help," says Rosen. "Chances are, you do your best to help."
Follow up. If you contact a prospect via email or snail mail, always include either an approximate or specific time that you will call. For example, write, "I'll give you a call late next week to talk further about this matter." That way, when you speak to the concierge, you can honestly say, "He's/she's expecting my call."

– Renee Houston Zemanski

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