but having hard time to pass the gatekeeper/secretary, since i don't have the name to the decision maker, what are some good ideas how to bypass that.
Hi,
Here is a small part of a ebook that I have on offline marketing. This part is about Getting Past the Gatekeeper. So, if it can help
Getting Past the Gatekeeper
The Gatekeeper is the receptionist or secretary who is paid to field your potential client’s calls. So how can you get past the gatekeeper and leave a great impression?
Paul doesn’t use any fancy tricks. He simply tells them the truth, and uses a version of his 6-second elevator pitch. Sometimes he’ll add, “I believe Mr. Jones
will be interested in what I can do for his business.†Regardless of the results of that initial phone call, if the gatekeeper is kind and professional, he will call back and leave
message on company voice mail stating how terrific the gatekeeper is. Not only that, but he’ll follow it up with a postcard sent to the gatekeeper with a short
note, “I called the other day. You were so polite and kind on the phone, I just wanted to drop you a note to say thank you. – Paul Grimard, [Company Name]â€
Now, you’ve left a great impression with the gatekeeper and he/she will be sure to show that note to his/her boss, and you will also have started to build positive rapport with their
boss. Now, you’ve left a positive impression on both the gatekeeper and the decision maker. Make every touch with that company count in a positive way. Consider all your touches
with prospective clients – some of those touches will definitely count with the gatekeeper.
Also, remember the law of reciprocity. The law of reciprocity states that when you do something for someone else (or give them something), they feel a sense of indebtedness
and they then want to reciprocate in an effort to relieve that sense of obligation. When you take the time and effort to go the extra mile for your clients then they will feel an
increased sense of indebtedness and loyalty.