IT Sales Calls: Getting Past the Gatekeeper

In the business world, the gatekeeper is usually looked upon with disdain by salespeople. The gatekeeper's job is to make sure only certain calls go through to the boss. For those who are making a cold sales call to that company, they are definitely not on the list of people who can get an audience with the decision-maker, no matter how great their pitch or idea.

A sales calls require connecting with the right person at the right time, in order to be successful. However, getting past the gatekeepers is no easy feat. Below you'll learn some techniques to help get you in touch with the person you need to for your sales calls esp IT sales calls.


IT Sales Cold Calls are Difficult: How do you get past the secretary gatekeeper/screener who only takes your name and number and says we’re not interested? This typically happens when you are cold calling so you may want to try another method of gaining new clients. If, however, you are going to use this kind of strategy to build your demand generation, you will certainly need to get past the gatekeeper to go on the IT sales call!


How To Get Past the Gatekeepers:

1. Try calling before the gatekepper comes or after the gatekeeper leaves. Chances are they’re a nine to five, eight to six, or eight to four kind of person.
2. Send an email
3. You can send a fax 
4. Can send a letter 
5. Send a postcard
6. Send a personal confidential letter or so.
7. One more way is to build a rapport with the gatekepper. Talk to that person as if he/she is an executive. This will make them feel delighted and they might send you in.
8. Another thing that you can do is try sounding like a boss, i.e. make them feel that you are there for a high level meeting etc.
   

A lot of these gimmicks, however, have been around for a long time and many people see through them.


The VERY best way is to get to the people you need is to become known in your community. Get to know other power brokers like the local accountants and deeply niched solution providers in the area, speak at events, hold your own seminars, volunteer, and invest in some quality time in building your network.


The Bottom Line here is builds a reputation for youeself in the community and sales will come automatically with it because "No one’s going to hire you until they know, like, and trust you."