๐Ÿ’‚๐Ÿป Dealing with the Gatekeeper

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Strategy

If you can, ALWAYS buy direct lines and mobile data; itโ€™s way cheaper in terms of time.

If youโ€™re not sure how to get data, go to: Tech Stack

At the same time, talking to the GK can be a great source of information.

Some of them will have information and valuable insights.

Especially if you treat them like human beings.

How to Pass Them

Relationship Based

This is my favourite approach, as youโ€™ll unlikely be put through to the person immediately.

This way, you can deepen the relationship with the GK each time you call and extract more information.

You: Hi, who am I speaking with?

GK: Mark, who am I speaking to?

You: Hi Mark, I was hoping you could help me. I am Giulio, and I need to speak with {prospectโ€™s name}. Can you put me through?

Mark: What is it regarding?

You: I help {job titles} fix {problems}; thatโ€™s what {prospect} takes care of, right?

Mark: Thatโ€™s right.

You: Do you mind putting me through? Thanks.

Without Name

Same as above but without name.

You: Hi, who am I speaking with?

GK: Mark, why?

You: Hi Mark, I was hoping you could help me. Iโ€™m looking for the person who typically looks after {problems}.

Mark: What is it regarding?

You: Iโ€™m currently working with (competitors A, B) and I was told this may be relevant, am I mistaken?

Mark: It would probably be Robert.

You: Do you mind putting me through to them? Thanks.

Direct

I donโ€™t like this approach as itโ€™s a one-shot type and a bit deceitful.

Itโ€™s well suited for people with an authoritative voice.

The typical GK doesnโ€™t typically ask more than 3 questions.

You: Is [name] in?

GK: Whoโ€™s calling?

You: Itโ€™s [surname], thank you.

GK: Where are you calling from?

You: UDS, thank you.

GK: Whatโ€™s the call regarding?

You: {something technical enough they wonโ€™t know}

GK: Are they expecting your call?

You: Iโ€™d expect so.

When referred

This is particularly useful when youโ€™ve been referred to speak to them by someone else.

You: Hi, I was wondering if you could help me.

R: Uh, sure?

You: Anne gave me this number for Robert, but you donโ€™t sound like Robert; she probably noted the landline instead of his extension. Can you put me through? Thank you.

R: Robert, who?

You: Sorry, Robert Hill, thanks.

Different Extensions

Replace the last 1 or 2 digits with some other ones (usually lower numbers)

Then, try to get the new person to put you through.

Videos

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