Most humans have a need to feel included- they want to belong. Especially salespeople who want to feel they are part of creating new opportunities and relationships. That’s why when we are prospecting, it’s not so much the rejection that gets us down, it’s the people who have been hired, trained, motivated and energized with one sole purpose= to keep you out. That’s right, they make sure you do not get included, they make sure you never belong. They sit tight in their steel armor and when they see your company’s caller ID- they pounce with such satisfaction. Only to respond to your follow-up call with, “if he hasn’t responded to the email you sent him last week, he is probably not interested?” 
So why am I so motivated to call Gatekeepers these day? And why am I having so much luck with them? We know when the economy is tough, we must call at the highest level of influlence. The C-level is getting slammed by vendors and their dedicated gatekeeper admin is working overtime protecting them and keeping vendors away.
It was so great to read such a provocative comment on my blog post, 10 Tactics for Engaging with Gatekeepers from the Sales Wars folks who responded with a comment:
We don’t want to be your friend.
We’re hired to protect the overwhelmed.
I immediately checked out their Wisdom of the Gatekeeper blog post where they interview a “hardcore” gatekeeper with over 20 years of experience to share her response on the big question How does one get past the Gatekeeper? She shares some great insight and is proud of her standing in the ”sales prevention team.”
What I like the most about Michelle, the gatekeeper and like others who are fiercely protecting their decision-maker is they have more influence than ever before. Unlike the No-Po who lacks influence, this crop of glamourous pit bulls can literally make or break you. That’s why I suggest you call the G-level today make nice with them. Engage them in conversation like you never have before and remember they want to feel included more than you do so trying to get past them is exactly what will shut you out.
2 Comments
I think the gatekeepers may be your “gate” to the “highest levels of influence.” Or does that make them to highest levels of influence? Interesting question.
What examples do you behold for us interested viewers of your “luck with *them*” and your “motivation these days?” Why can’t you just get a direct dial to the source? Don’t have one? Probably. Marketing department not doing their job? Most likely. Go rave at them.
Yes, the C-level is indeed getting slammed with calls from vendors. They do indeed overwhelm our voice-mail boxes. But if they do get transferred, unwillingly or willingly, to us then they oftentimes get hit with the key-of-no-return (delete). I don’t want to be bothered unless I am truly interested. Sorry.
I don’t really think the “G-Level,” like Michelle, wants to be bothered by conservation just so you can get by her now or in the future. I think she wants respect. Otherwise, you’ll get what you intended *not* to get: shut out. On the blacklist. Etc. And on the bandwagon you’re on…well, you’re going to just get shut out.
So, why don’t you just give it a shot? The Gatekeeper will most likely shoot back. And they’re probably from a .40 handgun using hollow-point ammunition.
All I can say is thank you for not only reading the post but you seem to be one of the few that actually “gets” it unlike Justin here…http://tinyurl.com/dgjdzj