Cold Calling: Dealing with "You can email me and I'll make sure they get it"

[columbo]

When cold calling sometimes you will need to speak to the CEO of small organisations.

However, you come across their gatekeeper who tells you that "whatever it is...you can email me and I'll make sure they get it".

Difficult one because if you say "I'd rather send it direct thank you very much" you've now fallen out with the gate keeper which is probably not a great idea.

My gut feeling is that this response must be handled with grace and charm.

How do you deal with gatekeepers like this?

 

[ctrlbrk]

Probably non-responsive but my first thought is that gatekeepers are called gatekeepers for a reason?

 

[Newchodge]

When cold calling sometimes you will need to speak to the CEO of small organisations.

However, you come across their gatekeeper who tells you that "whatever it is...you can email me and I'll make sure they get it".

Difficult one because if you say "I'd rather send it direct thank you very much" you've now fallen out with the gate keeper which is probably not a great idea.

My gut feeling is that this response must be handled with grace and charm.

How do you deal with gatekeepers like this?

Accept defeat. Anything else is counter productive.

 

[fisicx]

A good friend doesn't ever accept calls, texts or emails from anyone external to his business. His staff deal with everything. If they need his input they will brief him and he will then make contact if needed.

How do you deal with gatekeepers like this?

Move on and try someone else or do as they suggest and send an email.

 

[intheTRADE]

Identify who the person is and use a plugin like Apollo or PiPi Leads with LinkedIn to get their direct email address and send it to them directly

 

[Newchodge]

Identify who the person is and use a plugin like Apollo or PiPi Leads with LinkedIn to get their direct email address and send it to them directly

And annoy them.

 

[MarketingQuote]

You could try contacting them through LinkedIn, that way you are making contact without going via a member of staff

 

[J Arnold]

Do you know the CEO's name?

Gatekeepers, you have a few options,

. Call back early in the morning / late in the day when the gatekeeper isn't there.

. Start a conversation with them, they are human after all, something like "sounds like you have to say that a lot..." and see where that goes.

. Send the CEO an actual handwritten letter addressed to them (you stand out with this approach)

. "Can I speak to X please, it's Columbo"

. Give up

. "I can send an email, what points do you think would be of interest to X?" Then follow up,

. Message CEO on Linkedln

. Is the CEO the actual person you need to speak to? Simply ask the gatekeeper, "who deals with X there?" maybe someone else you need to speak to.

 

[fisicx]

You could try contacting them through LinkedIn, that way you are making contact without going via a member of staff

Does this actually work? The messages I get via LinkedIn are likely to put me off ever working with the marketing wonks who make contact.

 

[J Arnold]

Does this actually work? The messages I get via LinkedIn are likely to put me off ever working with the marketing wonks who make contact.

I've had great success, my largest spending customer came from this approach. It's how you word it of course.

I never try to sell anyone anything, I always go in with an enquiring mindset, start a conversation, ask questions.
If you go in with a sales pitch straight away then no, it will never work (I get sent enough of them myself).

 

[fisicx]

I never try to sell anyone anything, I always go in with an enquiring mindset, start a conversation, ask questions.
If you go in with a sales pitch straight away then no, it will never work (I get sent enough of them myself).

That makes sense.

Some UKBF members here do really well with LinkedIn, not by selling but by nurturing relationships.

All I seem to get is pushy sales people offering to get me loads more business.

 

[J Arnold]

That makes sense.

Some UKBF members here do really well with LinkedIn, not by selling but by nurturing relationships.

All I seem to get is pushy sales people offering to get me loads more business.

Unfortunately that's what gives sales a bad rep.

 

[JEREMY HAWKE]

The nature of this thread reflects the old problems mixing with the new digital problems

In the past all the above would be able to give profitable advice but we would all need to understand exactly who in the company and what company you are targeting every sales call is different.

Throwing in a few analogue tricks like a mailshot to the correct person before you call is always good

 

[ctrlbrk]

Unfortunately that's what gives sales a bad rep.

Ah, the classic You Give Sales A Bad Rep, by Bon Jovi

 

[Nick@Daydot]

I'm a gatekeeper quite often. I get unsolicited emails most days from people who want to tell me about their marvellous product (it may indeed be marvellous) rather than finding out what we need, and how they can help. I can't take the time to be nice to them all.

Many send long emails, poorly written, and misspell our company name. Many are quite clearly templated with wording that tries to make it personal but so obviously isn't.

If I do get something that looks like it's from a professional organisation who have something we might be interested in then I will indeed forward it on to the relevant person, or deal with it myself. Sometimes I'll make a note and respond months later when the need arises.

If I get an unsolicited invite on Linkedin I will almost never accept unless it's accompanied by a message explaining why I should accept. Same rules apply as for emails.

I know a salesperson will typically want to be able to talk to someone, but we don't actually advertise a phone number. We're also on the other side of the fence too, as we have to sell our services.

The bottom line is that either you go the quasi-spam route and hit a lot of people with a generic message and hope some sticks, or invest time to make the approach personal and relevant, and hope some sticks. But if you piss me off by sending a chaser every week asking me for a response, then we won't be doing business.

 

[JEREMY HAWKE]

I'm a gatekeeper quite often. I get unsolicited emails most days from people who want to tell me about their marvellous product (it may indeed be marvellous) rather than finding out what we need, and how they can help. I can't take the time to be nice to them all.

Many send long emails, poorly written, and misspell our company name. Many are quite clearly templated with wording that tries to make it personal but so obviously isn't.

If I do get something that looks like it's from a professional organisation who have something we might be interested in then I will indeed forward it on to the relevant person, or deal with it myself. Sometimes I'll make a note and respond months later when the need arises.

If I get an unsolicited invite on Linkedin I will almost never accept unless it's accompanied by a message explaining why I should accept. Same rules apply as for emails.

I know a salesperson will typically want to be able to talk to someone, but we don't actually advertise a phone number. We're also on the other side of the fence too, as we have to sell our services.

The bottom line is that either you go the quasi-spam route and hit a lot of people with a generic message and hope some sticks, or invest time to make the approach personal and relevant, and hope some sticks. But if you piss me off by sending a chaser every week asking me for a response, then we won't be doing business.

Nick I email you 5 times a day and you never make contact with me ???

 

[Nick@Daydot]

Nick I email you 5 times a day and you never make contact with me ???

Some people I've been warned off in advance

 

[JEREMY HAWKE]

Some people I've been warned off in advance

I'm just demonstrating how to be salesman of the year 1994
Gareth Cheeseman style

 

[Nick@Daydot]

I'm just demonstrating how to be salesman of the year 1994
Gareth Cheeseman style

I get that. I was responding in kind.

 

[cjd]

"Hi, I just wanted to reach out..."
"Hi Business Owner! Can I call you and take just 15 mins of your time without any obligation and run through some ideas ...."
"Hi, I'm super excited ..."
"Hi Colin, I came upon an ad you displayed online for Voipfone & here's my analysis:"
"Hi, Hope you are doing great ...."
"Hi Do you want more clients, more customers and more revenue?"
"Good Day, This is a repeat of my previous unanswered letter."
"Happy Tuesday Colin,"
"I have a super-quick question - have you ever thought about creating an explainer video to market INet Telecoms Voipfone's services in a more productive way?"

I get something over a hundred of these every day - not much point trying to email me, they all go to junk. No point calling either, it isn't going to work, sorry.

Direct selling isn't dead but it's a pretty thankless task.

 

[YuriyZaletskyy]

As usually I make a cold call in this way:

secretary - Hello, my name is Jenny, and how can I help you?
me - Hi Jenny, my name is Yuriy, connect me with Scott, and tell him Yuriy is calling?
( in 50% of cases I'm connected, but if not, read further )
secretary - is he expecting your call?
me - This is Yuriy, please connect me with Scott, thanks
( in 30% of cases I'm connected )
secretary - what's the matter of your call?
me - That is about your RFID Qualitization, isn't Scott in the office?

that gives me around 90% of pass rate.

 

[Newchodge]

As usually I make a cold call in this way:

secretary - Hello, my name is Jenny, and how can I help you?
me - Hi Jenny, my name is Yuriy, connect me with Scott, and tell him Yuriy is calling?
( in 50% of cases I'm connected, but if not, read further )
secretary - is he expecting your call?
me - This is Yuriy, please connect me with Scott, thanks
( in 30% of cases I'm connected )
secretary - what's the matter of your call?
me - That is about your RFID Qualitization, isn't Scott in the office?

that gives me around 90% of pass rate.

So after you bully your way in, what reception do you get?

 

[fisicx]

As usually I make a cold call in this way:

secretary - Hello, my name is Jenny, and how can I help you?
me - Hi Jenny, my name is Yuriy, connect me with Scott, and tell him Yuriy is calling?
( in 50% of cases I'm connected, but if not, read further )
secretary - is he expecting your call?
me - This is Yuriy, please connect me with Scott, thanks
( in 30% of cases I'm connected )
secretary - what's the matter of your call?
me - That is about your RFID Qualitization, isn't Scott in the office?

that gives me around 90% of pass rate.

If I were Scott I’d make sure to never work with your company.

 

[YuriyZaletskyy]

-

 

[Fagin2021]

Secretaries and bosses. How quaint.

 

[Mark T Jones]

Gatekeeper is a negative viewpoint- they are a conduit to the decision maker.

Treat them with respect

Do what they suggest.

Follow up

Use LinkedIn

Call at 6.05 PM

 

[Lucan Unlordly]

Some years ago I was fortunate enough to receive sales training from a lady who counted amongst her clients the New York Times, Washington Post, The Times, Evening Standard and other high profile publications.

We done a module on how to get past Gatekeepers but I can only remember one version...

The trick is to not sound like a salesperson... the following in a very quiet voice 'the other woman in John's life?'

'Can I speak to John please?'

'John?'

'Yes sorry, John Spencer'

'Who shall I say is calling?'

'Tell him it's Veronica'

'Veronica from where?'

'From London'

'click......'Hi John I have veronica from London on the phone'

 

[Lucan Unlordly]

On the basis that you waste my time I'll waste yours........

For unsolicited emails from UK based companies I reply with this..........see below...........and I think it's working? Particularly good to save every email received over several weeks and send the same reply at the most inconvenient of times, 4.58 pm, lunchtime, weekends, middle of the night etc.,?

’Twas brillig, and the slithy toves
Did gyre and gimble in the wabe:
All mimsy were the borogoves,
And the mome raths outgrabe.

“Beware the Jabberwock, my son!
The jaws that bite, the claws that catch!
Beware the Jubjub bird, and shun
The frumious Bandersnatch!”

He took his vorpal sword in hand;
Long time the manxome foe he sought—
So rested he by the Tumtum tree
And stood awhile in thought.

And, as in uffish thought he stood,
The Jabberwock, with eyes of flame,
Came whiffling through the tulgey wood,
And burbled as it came!

One, two! One, two! And through and through
The vorpal blade went snicker-snack!
He left it dead, and with its head
He went galumphing back.

“And hast thou slain the Jabberwock?
Come to my arms, my beamish boy!
O frabjous day! Callooh! Callay!”
He chortled in his joy.

’Twas brillig, and the slithy toves
Did gyre and gimble in the wabe:
All mimsy were the borogoves,
And the mome raths outgrabe.

 

[cjd]

Have we slipped back into the 1950s?

 

[eteb3]

Must have: I didn’t understand a word

 

[J Arnold]

As usually I make a cold call in this way:

secretary - Hello, my name is Jenny, and how can I help you?
me - Hi Jenny, my name is Yuriy, connect me with Scott, and tell him Yuriy is calling?
( in 50% of cases I'm connected, but if not, read further )
secretary - is he expecting your call?
me - This is Yuriy, please connect me with Scott, thanks
( in 30% of cases I'm connected )
secretary - what's the matter of your call?
me - That is about your RFID Qualitization, isn't Scott in the office?

that gives me around 90% of pass rate.

That just sounds rude,

 

[columbo]

That just sounds rude,

ok here is a visualisation exercise for you.

Imagine Jeremy Paxman saying that...yes, it would come off as pompous and arrogant.

Now Imagine Chris Tarrant in his breakfast DJ mode saying it...now, it wouldn't come off as pompous or arrogant, it would just come off as playful and humourous.

Tone is powerful.

 

[Newchodge]

ok here is a visualisation exercise for you.

Imagine Jeremy Paxman saying that...yes, it would come off as pompous and arrogant.

Now Imagine Chris Tarrant in his breakfast DJ mode saying it...now, it wouldn't come off as pompous or arrogant, it would just come off as playful and humourous.

Tone is powerful.

Manners are even more so.

 

[ecommerce84]

If the gatekeeper is half decent you won’t get past them at all.

Part of my previous job role was to be a gatekeeper and I was a pretty good one that basically let nothing past me in 4 years in the role despite the CEO being 1 door away.

If we let them all through, he’d spend more time on the phone listening to garbage than actually running the business.

 

[Lucan Unlordly]

If we let them all through, he’d spend more time on the phone listening to garbage than actually running the business.

I give every salesman the time of day, unless they start off with 'How are you today, I hope you had a fantastic weekend etc.,

The downside of Gatekeeping is the complete shut out of worthy offerings. Had a guy cold call in person just yesterday who was selling same name brand inks that we use, at 30% less than we are currently paying.

We don't use enough to make it worthwhile but if we did, he wouldn't have got past you and both parties suffer.

 

[columbo]

If the gatekeeper is half decent you won’t get past them at all.

Part of my previous job role was to be a gatekeeper and I was a pretty good one that basically let nothing past me in 4 years in the role despite the CEO being 1 door away.

Even a charmer?

 

[columbo]

I give every salesman the time of day, unless they start off with 'How are you today, I hope you had a fantastic weekend etc.,

The downside of Gatekeeping is the complete shut out of worthy offerings. Had a guy cold call in person just yesterday who was selling same name brand inks that we use, at 30% less than we are currently paying.

Oh, yes the super-happy salesperson ironically has the opposite effect sometimes.

And as for worthy offerings...I think the same applies to people who have a "no junk mail" sign on their door. Some will actually miss out on these "reminders" of some very useful local services.

 

[japancool]

I know that, if someone calls me and uses my given name, it's a spam call, and they've looked me up on CH or something. I don't use my real name when communicating with most people, but a nickname that is unrelated.

Equally, if someone refers to my website instead of my company name, they also get short shrift.

Plus, if you even get the website name wrong, then it's the deleted folder for you. I got an email yesterday telling me that "Cool" had been nominated for an award. Not to mention, why on earth would I be nominated for a Home & Garden award? And sometimes, asking if "Japan would be interested in X" - I was tempted to say, dunno, ring the embassy and ask them.

There are certain words and phrases that automatically get binned. "SEO", "First page of Google" etc...

 

[Chris Ashdown]

Look up what the company does on the web

Understand how your goods/ services would benefit the other company

Write a brief letter to them outlining your company, what it does and how you think it would be a benefit to their company

Mark the letter to the MD by name and mark Private and Confidential

Its of utmost importance to understand the company you are trying to contact, the blanket approach seldom works, when i used to interview potential employees, my first question is what do we do, if they had not looked us up the interview stopped there

 

[Fagin2021]

Look up what the company does on the web

Understand how your goods/ services would benefit the other company

Write a brief letter to them outlining your company, what it does and how you think it would be a benefit to their company

Mark the letter to the MD by name and mark Private and Confidential

Its of utmost importance to understand the company you are trying to contact, the blanket approach seldom works, when i used to interview potential employees, my first question is what do we do, if they had not looked us up the interview stopped there

It's a personal preference but any letter I get marked 'Private and Confidential' that isn't, goes straight in the bin and the company that sent it on the blacklist !

Wholeheartedly agree that if an interview candidate hasn't researched the company beforehand they're shown the door.