Walk past the gate guard
We all know the feeling of receiving a cold call and being shot down by the person at the front desk who looks at us like we’re a lawyer.
These greeters would otherwise be referred to as guards.
Let’s be realistic, it can be difficult to overcome the goalkeeper, we are in his territory, they say. Any slight resistance can result in an emergency call.
Here are some great tips for bypassing the gatekeeper that I have found effective.
1. Ask someone in sales to speak to you.
Next time you call, the last thing you want to do is walk into an office building, go to the front desk, and immediately try to sell your product.
Try this approach instead. Go to the front desk, introduce yourself verbally and with a business card, and ask if you can speak to someone from the store.
By asking to speak with someone in a specialized department, the receptionist will believe you are there on official business and put you in contact with that department.
Now that you are in front of someone in the same area of work as yourself, they will most assuredly be sensitive to your needs, and understand your situation.
These are the people in the company that will point you in the direction you want to go, and in the direction of the people you want to speak with about your products and services.
2. Call ahead before you go.
Before you go out to make your calls, place a telephone call to the companies you plan on visiting to let them know that you will be stopping by.
Tell them something like this.
Hello, my name is Jim Smith and I will be in your neighborhood this afternoon. I just wanted to let you know that I will be stopping by between the hours of twelve and two to introduce myself. That’s it, stop right there.
Do not ask permission to pass. This gives them the opportunity to say no.
When you arrive at your office, you can reintroduce yourself as the person who called earlier in the day.
This technique makes the transition from goalkeeper to decision-maker much easier.
It can be very difficult to get past the gate guard, but it is possible. Following the two examples above, you should talk to multiple decision makers. Good luck.