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Micky Gramlin
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The Gatekeeper: The Final Verdict Part 3

Published on 4/17/2018
For additional information  Click Here


Image result for the gatekeeper in sales


The Gatekeeper: The Final Verdict Part 3


You have sent the information and now ready to make the follow up call. Let’s go with the assumption that your information was read.

If you stuck to the industry that you are most familiar with, then you should be able to anticipate a small list of questions and concerns. Just stick to the why and that have you the solution.

Note: The one thing that will happen, if they are interested, will be a search done on you and your company … especially if you are contacting them by phone and not a local.

So, occasionally do a search yourself on you and your company to see what is out there. And, don’t forget to check the images as well, as they will tell your story too.

When you make the call and identify yourself with the Gatekeeper, of course, it will be a good sign if she pleasantly remembers you. But, don’t let it shake you up if they do not. It is very easy at this point to lose every bit of your confidence.

(When I first started making calls, I practiced this “What if” constantly with whomever would listen to me. I also wrote my replies and my strategies down and memorized them. Because most of the time, when they say no, they don’t see the true value of what you are offering and you just may say the right thing if you have prepared yourself well enough to make the sale or at least another consideration)

It just may be they honestly have not had time to give your information a fair shake, if so just reschedule the call.

If they say no, do not start with questions about why or try persuading them to change their minds. Remain pleasant and ask for permission to do another follow up call in 90 days. Most will say yes.

I will say something like, “With your permission, I would like to follow up with you in 90 days. You never know … your circumstances may change. Say sometime in July?” Most will appreciate your asking and it just may be the key to unlock the gate next time around.

I like to send all my no’s a business card magnet because everyone keeps them and will attach them to something handy, like a file cabinet. A calendar may not be used or will be thrown away when it is no longer of use. But the magnet remains.

Another way to stand out and be remembered, is to send out Valentine cards. Everyone else sends out Christmas or New Year cards.

In conclusion:

Maintain a “No” list.

A no doesn’t have to remain a no forever!


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How To Get Past The Gatekeeper

The Gatekeeper: You have Their Attention Part 2

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