Gatekeepers: Getting Through and Then

What?

Top Down Approach

Start with the highest level person you can get in contact with and have them defer

you down if necessary.

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….’

BE NICE TO EVERYONE!

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

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.

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!

PRACTICE!

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

Elements of the Second Call

What is your goal?

B-udget A-uthority

N-eedsT-imelines

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