Download - Gatekeepers - Deck
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Gatekeepers: Getting Through and Then
What?
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Top Down Approach
Start with the highest level person you can get in contact with and have them defer
you down if necessary.
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How do you do that?
• Social Selling - LinkedIn, Twitter, Facebook‘Hi [name] I’d love to learn more about yourself and your company, let’s connect!’• Timing• Use company directories• Reception‘I was wondering if you could help me out, I was looking for the person in charge of….’
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BE NICE TO EVERYONE!
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Follow-up
ALWAYS FOLLOW-UP
• When? - within 24 hours• Frequency – once a week• When to stop? – when there’s a restraining
order• How? In –person or over the phone• Best practice – use something engaging
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Your Goals
I want to make _____________ amount of money this year and to do that I need to close ________________ amount of business.
I need to make __________ number of presentations, make _______________ amount of discovery calls and make _____________ amount of cold calls.
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Elements of the First Call
• State your name• State your purpose• Create mystery• Anticipate and expect objections• Ask for the persons time
DO NOT SELL!
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PRACTICE!
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Meeting Planning & Agendas
Plan every single meeting/engagement
• Have a goal• Do your research • Have notes, topics, articles to reference• Be and sound knowledgeable• Always verbalize an agenda at the beginning of
every meeting• Set the tone and expectations
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Elements of the Second Call
What is your goal?
B-udget A-uthority
N-eedsT-imelines
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Get the free e-book ‘The Little Pink Book of Sales’ at www.heidifortes.com
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