Cold calls, follow-up calls, appointment setting, and you are having the worst time contacting the decision maker, primary or whoever…
The Gatekeeper is a pro and it sometimes feels like you’re banging your head against the wall. I have tried and taught this “tactic” virtually my entire career.
1st, you have to be a go-getter, not a clock watcher. You’re actually counting on everyone else to be the clock watcher though.
Think about it. Isn’t the percentage of people out the door the minute the business is closed? Yep. And who is among the throng that leaves? The Gatekeeper, executive asst., personal secretary. Get it?
So, now that we gotten rid of the call-restricting, appointment killing riff-raff, just who might be left in the building (at least for a few minutes to “lock up?) That’s right Johnny, tell them what they’ve won!
THE OWNER/MANAGER!
So, if you patiently wait until the crowd leaves, and before the doors are locked, who do you have a high probability of getting a little one-on-one time with? THE SAME PERSON!
Or, who’s the only one left to answer the phone? And just a note, MOST owners/managers can’t resist answering what may be a potential customer. At worst, you might get an appointment out of it if they’re not able to talk too long.
In 2023, there are approximately 260 work days. Field worker, cold caller either at the office or remotely, making just ONE, 1, UNO more call a day would give you 260 more opportunities that another rep who isn’t trying this!
You figure your call to close rate and plug in 260 and just tell me (and yourself) what that would man to you financially. Not to mention your standing in the company compared to your peers! The accolades, the adoration, the promotions! Well, maybe not ALL those, but who knows.
Just 1 more call after closing hours of your prospect. 5-10 minutes. Really now. Everything else aside, aren’t YOU worth the additional income per year that this could mean? MONEY! FAME! FORTUNE!
Uh, can I get your autograph?
