We all know the frustration of going out to make cold calls, only to be stopped by the person at the front desk who sees us as nothing more than a solicitor. These front desk staff are often called gatekeepers, and getting past them can feel nearly impossible.
The key to success is understanding that you are entering their territory. Any slight misstep could result in them shutting you down—or worse, calling security. Fortunately, there are proven techniques to navigate this challenge effectively.
1. Ask to Speak with Someone in the Sales Department
When you visit an office building, avoid approaching the front desk with an immediate sales pitch. Instead, try this approach:
- Walk up to the receptionist counter and introduce yourself verbally and with a business card.
- Politely ask if you may speak with someone in the sales or retail department.
By asking to speak with a specialized department, the receptionist will assume you are there on official business and direct you accordingly. Once you are in front of someone in the same field as yourself, they are more likely to understand your needs and guide you toward the decision-makers responsible for purchasing or partnerships.
2. Call Ahead Before You Go
Before making your in-person calls, take a few minutes to place a quick telephone call to the companies you plan to visit. You might say something like this:
“Hello, my name is Jim Smith. I’ll be in your neighborhood this afternoon and just wanted to let you know I’ll be stopping by between 12 and 2 to introduce myself.”
Notice what not to do: don’t ask for permission to stop by. This keeps the interaction casual and prevents them from saying no. When you arrive at their office, you can reintroduce yourself as the person who called earlier, which helps make the transition from gatekeeper to decision-maker much smoother.
Getting past the gatekeeper can be challenging, but it’s far from impossible. By following these two techniques, you’ll find yourself speaking with more decision-makers and improving your chances of success. Good luck!
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