Win gatekeepers’ trust by being authentic & genuine. Ask their advice on how they think you should proceed.
Make them feel valued. They will work with you, not against you, if you treat them with respect.
Less specificity, more puzzle piecing
Imagine you’re a savvy detective working on a hot case.
Ask questions to piece together the puzzle of mapping the organization and uncover who you should be talking to. Be curious.
Lastly, have your clear benefit pitch (why change, why now, why you) ready and waiting in the hopper, just in case you’re connected to the decision maker on that first call.
It does happen at times, so always be ready.
Step 3: Post
No matter if your calls are good or bad, if you’ve learned something new on your call, record it in the CRM.
Additionally, I like to have clients record meaningful conversations and disposition calls with specific codes that help us better understand the nuances of the pipeline.
Having impeccable, up-to-date prospect information in your CRM is the key to building a predictable and consistent pipeline.
Eventually, what you learn in your conversations (buyer language, objections, likes, dislikes) can be used as repurposed material for your e-mail messages, nurture content, and even phone scripts to build tighter bonds and faster rapport between you and future prospects.
Your Results Will Blow You Away
More often than not, using the process outlined above, the people you talk to will
point you in the right direction,
confirm they are the right person, or
engage in some level of discovery
In other words, what they heard sounded interesting, was relevant, or they understood enough to route the call appropriately.
About the author
Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement…