When calling a new potential client, salespeople need to ask the gatekeeper (secretary, receptionist, assistant, spouse, vice president, and so forth) specifically who is in charge of their service area. Double check to make sure you will be connected to the best decision-maker. (Joining the network LinkedIn, gives you access to much of the info you might need and fills in pieces of a puzzle that can be further developed by doing basic research on your prospects in Google.)
Befriend the gatekeeper and ask as many questions as you can get away with because they can often open locked doors. (Like, how’s the weather in Houston; how do I spell her last name; can you tell me how to find your web site; would you mind if I sent her a brief email to outline our offer; how long have you been in business; how about those Redskins, and so on.) As you see, the object is to establish a personal relationship that has the potential to grow over time, which might create the trust necessary for a broader, longer-term relationship with the prospect’s company.
