Or

Example 2:  “Hi (gatekeeper’s name).  Is John Smith in?”

Surprising or not, I get through the initial gatekeeper 90% of the time just by using example 2.  You can easily do this by maintaining the same attitude as if you were calling a friend or relative at work.  If the gatekeeper senses you have some sort of relevance to the decision maker, they will put you through.

Once you are put through, you might reach a second line of defense such as an Executive Assistant.  Repeat example 2 again.  Believe it or not, you will be put through a good portion of the time.

If, and only if, asked, you should respond something like this “This is Steve Brown with Acme Marketing.  The purpose of my call is to (give very brief description of your service).  Would John be available?”  The secondary gatekeeper will do one of three things at this time; put you through, answer your call themselves or put you in voicemail.

If they try to answer the call themselves, use this as an opportunity to build rapport.  More often than not, an Executive Assistant has the ear of the decision maker.  This is especially true of C-Level Executives.

If you are sent to voicemail, then leave a short message such as; “Hi John, this is Steve Brown with Acme Marketing my number is 888-888-8888.  The purpose of my call is to (give very brief description and call to action statement for them to contact you).  Again, you can contact me at 888-888-8888 or email me at sbrown@acmemarketing.com.”

No matter what you might be thinking, I have made a good portion of my sales by leaving good voicemails and having the decision maker call me back.

They key is following a few simple rules listed below:

* Don’t leave a sales presentation on voicemail.  Even if you are selling solid gold bars for a dollar, you will probably get very few call backs.
* Give them a reason to call you back, state what you can do for them.  Remember; do not leave a sales presentation as a message.
* Get the message short, sweet and to the point.

Once you are finished leaving the message, then send them an email.  Use the same rules as above.  This will greatly increase your chances of getting your foot in the door.

Be sure and use a headline like this:

* I just called you
* We just spoke (If you spoke briefly with the decision maker)
* Jason asked me to get in touch with you (Assuming Jason is a referral)

Use these headlines if you want your message deleted:

* Increase Your Sales With Acme Marketing
* Acme Marketing Has The Lowest Prices

Anything that screams you need our service, so you better buy now will get deleted.  Remember, this is your initial contact and they don’t know you or your company.

Unfortunately, I have seen many good people with great potential end their sales careers because they could not get over this first hurdle.  If you are new to sales and are struggling, then I hope this will help.

Glen Wearden. pangee.