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Re: courting gatekeepers

SpartanWarior — Wed, 05 Nov 2008 10:02:53 GMT

I have just covered this topic in our blog. www.p2w2.com/blog

Get gatekeepers on your side; get access to decision makers. http://www.snurl.com/54ktf

Chaitanya

Re: courting gatekeepers

Ed O'Gee — Wed, 23 Jan 2008 19:04:10 GMT

No worries - I was just a little thrown off. I come to the board and read yours and the Diva's post 1st, so I found it a bit strange but thanks for the clarification.

Re: courting gatekeepers

Lighthouse24 — Wed, 23 Jan 2008 17:19:55 GMT

I was indicating that it sounded to me as though you had more experience dealing with that type of decision maker -- and that you might even be one yourself. Re-reading it, poor composition on my part. Thank goodness editors look at the stuff I get paid to write. Again, Ed, I apologize for the confusion.

Re: courting gatekeepers

promoqueen — Wed, 23 Jan 2008 17:17:03 GMT

Hey, I looked for the book -- can't find it. Not on Amazon. Who's the author?

Re: courting gatekeepers

Lighthouse24 — Wed, 23 Jan 2008 17:11:57 GMT

No, Ed -- I was suggesting that you impressed me as a decision maker who would value a gatekeeper's input and contributions, rather than expecting that person to "insulate" you from outsiders. I was relating you to the decision maker, not the gatekeeper -- I guess it was one of those tricky noun subject-object sentences. (Sorry for any misunderstanding or offense!)

Re: courting gatekeepers

promoqueen — Wed, 23 Jan 2008 17:10:05 GMT

Thanks!

Re: courting gatekeepers

Ed O'Gee — Wed, 23 Jan 2008 16:40:21 GMT

Lighthouse,

Me, a gatekeeper???? My business is O'Gee and Parker, I teach sales reps about how to deal with gatekeepers. I am the decision maker in all things for my business and don't keep gatekeepers around because as someone with almost two decades worth of sales experience, I tend to give salesmen the benefit of the doubt.

Now, this whole notion of finding the fastest way around the gatekeeper - biggest mistake you can make. When selling to any organization, the biggest thing is to have advocates. Think about it, the easiest sales for most sales professionals is a warm lead. Treat your relationship with a gatekeeper like he or she could be the warm lead into the decision maker.

No, I would never advocate wasting ones time, selling to someone who can't sign a contract but what you are selling to the gatekeeper is not your product or service but you are selling yourself. The gatekeeper is most often an admin or some other very trusted employee. Selling to the guy with the magic pen is a lot easier when his admin makes it a priority to get you on his calendar, when his trusted employee says yes boss I know their products are 10% more expense but this O'Gee guy, we can trust him and his business.

Don't discount the gatekeeper.

Re: courting gatekeepers

promoqueen — Wed, 23 Jan 2008 16:36:43 GMT

Thanks! Good word. Just haven't made the connection to the buyers yet. Don't know how to get to them. I'm "campaigning for thier success," -- I just wish they knew it. Maybe they'd come to me!

Re: courting gatekeepers

promoqueen — Wed, 23 Jan 2008 16:33:59 GMT

Yes, I'm looking for ideas that will make gatekeepers my allies. I'd like to come up with something that promotes them. Hey, I'm in the promotions business -- i should be able to do that!

Re: courting gatekeepers

promoqueen — Wed, 23 Jan 2008 16:28:01 GMT

Yes! I will start attending the Chamber breakfasts -- the owner of Rennie's is a member and I have access to the Chamber. I will look for the book! Thank you!