My Strategy for Reaching a Call Dodger
We have all had it happen to us in sales. We have found someone we think would be a good prospect, and then as we do a little more research, we realize there is no mobile phone, no email, nothing but a contact form and an office number.
When you call the office, you get the front desk Receptionist (gatekeeper) who is quick to tell you they are not available. Like they are in witness protection and can't be bothered or something?! This is a "call dodger".
What do you do? Move on? I mean...this person could be a great client. You're in sales, you can't just give up. I don't!
You just need a good technique for getting help from the Gatekeeper to get you in front of your prospect. Here is the truth about a gatekeeper, when they interviewed for the job, and were asked, "why do you want to work here?"...."shutting down sales people is all I've ever wanted to do", was never an answer.
The Gatekeeper is blocking sales calls at the request of a person they passed a sales call to that went really bad. If you want to ensure you are passed on, just be a good salesperson, with a clear mission and purpose, but this is a conversation for a whole other post.
How do you get this elusive call dodger on the line? My "thank you" strategy does the trick most of the time.
Step 1: Ask for help.
"Hi, I was hoping you could help me out?"
Leave this ambiguous so the only next comment available from them is an agreement to help you. At this point you are waiting for the "Yes" response. Wait for this response then move to step 2.
Step 2: Thank them for the assistance.
"Oh man, thank you so much, I've been trying to figure this out for a while here."
By thanking them for the help, you evoke a "your welcome" response. By getting this response, you have gotten them to both; Agree to help you, AND, taken accountability for helping you, even before they have done anything. Wait for the "no problem" response, then move to step 3.
Step 3: Ask for help.
"I've been trying to reach (prospect) and I've had a hard time finding the best way to get him/her on the phone. What is the best way for me to do that?"
The Gatekeeper has now, admitted they can help you, accepted recognition for helping you, then if they are asked for the assistance, it's almost impossible for them to back out. The response would have to be, "well I'm not helping you with that."
If it all goes well, you will get some "insider information" that can help you progress to the right person.
Use this and let me know how it worked. I would love to hear you closed a deal with this technique.