In business it can be beneficial to speak directly to the decision maker. Most decision makers have βgatekeepersβ who limit access to the person in charge. Gatekeepers are needed because most people requesting access are trying to sell something or offer nothing of value.
The first step in getting past the gatekeeper is to offer something of value. The value you bring needs to be more than βwe will take great care of your clients.β Read our previous article on helping potential clients.
Once you understand your value proposition and can express it clearly and concisely, you will be ready to get past the gatekeeper. In this article we will talk about the direct approach.
Understand the gatekeeper is just as important to you as the decision maker is. Show them that level of respect and always address them by their first name.
Find something nice to say about the way they dress, their appearance or their professionalism on the phone. A compliment is a good way to start any conversation. Remember, it is important to be genuine when delivering compliments.
Pay attention to the area around the gatekeepers desk as this may provide a hint of what is important to them. Maybe they have pictures of their kids, dogs, sailboats or race cars. Anything they are passionate about is a great conversation starter and may serve as the foundation of your relationship.
Next time you visit their office ask for a recommendation for a great nearby restaurant. Then buy a gift certificate at that restaurant and give it to them. This is a simple way to create a good impression and provide a nice surprise.
Finally, ask them about challenges they have at work. Find a way to help them achieve a goal and you will create a loyal friend.
Be sure to read the Biz Tips article next week. We will share tips to get past the gatekeeper using βindirectβ techniques.
