Customer Strategy for the Gatekeeper

It is pretty tough to make a sale if you can’t get to the decision maker. Any EA worth their weight in gold has a knack for knowing which salesperson to let through the door and which ones to keep out. We call these people gatekeepers.

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Getting past the gatekeeper is critical in sales. There are too many salespeople who think they have to “trick” their way past these people. This is a huge mistake. If an executive assistant catches wind that you have been anything less than honest, you will never get another meeting.

These are bright people and should not be treated any other way. They often have a good understanding of their business and the issues that face their organization. Treat them with respect and you will be half way home.

Be open and honest with the gatekeeper. Tell them why you want to meet with the executive. Confirm your understanding of the challenges their company is facing. This will build credibility for you and will show the gatekeeper that you are not simply looking for a sale. It will also show you have done your homework and have something of value to offer the company.

After confirming the challenges the organization is facing, ask for an opinion on your benefit statement. Accept any feedback offered your way. Gatekeepers are often good judges on what their executive will value and what they won’t.

Be polite and cordial with the gatekeeper. Let them know you appreciate the time they took to talk to you. Lastly, ask them what time would be best to meet with the executive. Tell them you are willing to adjust your schedule to accommodate theirs.

This customer strategy to get past the gatekeeper has a good success rate. Give it a try the next time you set up a sales call. Remember, you won’t close a sale if you can’t get the meeting!

Thanks for reading.

Good selling.

Check out another customer strategy for sales