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Hub You - How to Pick the Lock of the Corporate Gatekeeper
For obvious professional reasons, I have been keeping close tabs on the real estate advertising scene for several years now. I also monitor general advancements in the real estate industry, especially as they pertain to real estate marketing and advertising. So I thought I might play Nostradamus and make a few predictions about the future of real estate advertising.A word of c
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decisi
Almost every person in the world takes a certain pride in being a reasonable person. They will make prudent choices based on their background and attitudes. The safe decision minimizes the chances of being wrong. No one likes to be wrong.The safe decision, however, carries little upside reward benefits. You are expected to pay your bills. Pay your taxes. Drive responsibly. Not
Gatekeepers are intimately aware of the company’s goals and objectives as well as key business initiatives and priorities. Their objective is to limit unnecessary interruptions. They dread the thought of their boss saying, “what were you thinking when you transferred that salesperson through to me?”
As a result they become highly skilled at sorting out lightweight sales people from those who demonstrate the knowledge and expertise to make a difference for their organization. Your challenge is to convince the gatekeeper to let you through, without talking about your products, services, or solution.
There are only two ways around a gatekeeper: call early in the morning or call after business hours. That’s it. Otherwise it’s in your best interest to work with them and get them to help you.
Here are a few things you should never do to a gatekeeper if you plan on doing business with an executive:
• Never lie.
• Never intimidate.
• Never insult.
• Never be evasive.
Gatekeepers are intelligent and take pride in what they do. They know they have the power to keep you from your goal, but are more than helpful if you approach them in the right way.
If you believe that your offering truly makes a difference to an organization, then you are already aligned with the gatekeeper's objective. It never helps to slip into a sales role. When they screen calls, they want to know who you are, why you are calling, and if the decision maker is expecting to hear from you. Get ready to answer them.
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decisio
Posters have always played an important role in informing and educating the masses at large. If you are planning to get your message across the masses, large posters help to a great extent. Everyone is aware of the fact that getting aware off is all the more important for the people. Just imagine a life where you are kept out of the reach of any kind of information. It would be reall
As a result they become highly skilled at sorting out lightweight sales people from those who demonstrate the knowledge and expertise to make a difference for their organization. Your challenge is to convince the gatekeeper to let you through, without talking about your products, services, or solution.
There are only two ways around a gatekeeper: call early in the morning or call after business hours. That’s it. Otherwise it’s in your best interest to work with them and get them to help you.
Here are a few things you should never do to a gatekeeper if you plan on doing business with an executive:
• Never lie.
• Never intimidate.
• Never insult.
• Never be evasive.
Gatekeepers are intelligent and take pride in what they do. They know they have the power to keep you from your goal, but are more than helpful if you approach them in the right way.
If you believe that your offering truly makes a difference to an organization, then you are already aligned with the gatekeeper's objective. It never helps to slip into a sales role. When they screen calls, they want to know who you are, why you are calling, and if the decision maker is expecting to hear from you. Get ready to answer them.
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decisi
The words we use in Selling can make or break our Success. This is even more important when doing business over the Phone since we are usually very limited with the time that a Prospect or Client will grant us. I urge you to analyze your Presentation and use as many Power Words and Emotion Packed Words as possible. In fact, how about using Super Verbs instead of plain old Standard
There are only two ways around a gatekeeper: call early in the morning or call after business hours. That’s it. Otherwise it’s in your best interest to work with them and get them to help you.
Here are a few things you should never do to a gatekeeper if you plan on doing business with an executive:
• Never lie.
• Never intimidate.
• Never insult.
• Never be evasive.
Gatekeepers are intelligent and take pride in what they do. They know they have the power to keep you from your goal, but are more than helpful if you approach them in the right way.
If you believe that your offering truly makes a difference to an organization, then you are already aligned with the gatekeeper's objective. It never helps to slip into a sales role. When they screen calls, they want to know who you are, why you are calling, and if the decision maker is expecting to hear from you. Get ready to answer them.
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decisi
When a disaster happens, failing to prepare is preparing to fail. Those that are prepared in advance with the correct supplies and action plan will inevitably be in a better position than those that do not. You should develop a unique action plan for each place that you and members of your family visit; this includes work, school, the gym and the homes of other members of your family
Gatekeepers are intelligent and take pride in what they do. They know they have the power to keep you from your goal, but are more than helpful if you approach them in the right way.
If you believe that your offering truly makes a difference to an organization, then you are already aligned with the gatekeeper's objective. It never helps to slip into a sales role. When they screen calls, they want to know who you are, why you are calling, and if the decision maker is expecting to hear from you. Get ready to answer them.
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decisi
Fire prevention can help to reduce the likelihood of a fire occurring, but not eliminate the chance of fire altogether so knowing how to fight a fire safely is essential to stop it getting out of control.But, and an important but, it is also imperative you know when to fight a fire, as some fires are beyond your control and the best course of action for your safety and others
Remember it’s not about your product, service, or solution. Keep your focus on helping the organization and remain confident that you are there to help the decision maker.
Never be surprised by questions from the gatekeeper. They are qualifying you to determine if you are worthy of future contact with the decision maker.
Here are some hints that will help you but the gatekeeper at ease about allowing you access:
• Establish your credibility by referencing the person who referred you or the research that you have done about the company.
• Demonstrate your intentions by sharing your value proposition, highlighting key issues that they are facing, results your customers have attained, or the valuable information you have that would be of interest to the decision maker.
• Suggest that the difference that you can make in the company would be of interest to the decision maker.
When gatekeepers recognize that your focus is on their primary business concerns, they become more willing to grant you access.
If you have done your homework and have a valid business reason for meeting with the executive, the odds of the gatekeeper helping you make the connection improve dramatically.
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