How to Get Past the Gatekeeper

In yesterday's teleseminar, cold calling expert Leslie Buterin of The Top Dog shared her secrets for gaining executive-level access. Several key insights include:

• Don't be crude & try to blast past the gatekeeper. You need to turn this person into your ally.
• Your company name is absolutely irrelevant - as is your job title. Leave it out.
• Speak to the gatekeeper as if they're the executive. Their job is to protect their boss's calendar, ensuring that only people who can address critical business issues "get in."
• Use "bottom line" language - the kind that's used in the boardroom. Say it slowly and be prepared to repeat it up to 3x. Assume the gatekeeper is writing down what you're saying.
• Resist the temptation to go into a sales presentation. Instead, focus on your business impact.
• You must sound like a "top dog" yourself  the tone of your voice, cadence, professionalism. Plus, she showed us how that sounds.
• At most, you have 90 seconds with an administrative assistance so you must be prepared before you make the call. Otherwise you'll be blasted into rapid oblivion.

I loved it when Leslie said that if the gatekeeper asked, "Are you selling something?" your answer should be, "Absolutely I'm selling something - but only if it's a good fit." She then shared how to take control of the call again so you can set up the appointment.

I know a lot about selling, but I found myself taking copious notes during this session with Leslie. If you're interested in getting the audio for "The Golden Keys to the Gatekeeper", click here. You'll discover more about all the above, plus additional strategies on what to do/say when asked to send more info, how to keep at the executive level instead of getting shoved down, and much more.

Or, if you'd like to learn more about the entire "Foot-in-the-Door" Teleseminar series, check this out. If you sign up you'll get immediate access to Leslie's session and my previous one on "Cracking Into Corporate Accounts."