If there in one set of people that serves as a constant source of vexation for many marketers, both new and veteran, then it has to be the gatekeepers. They are the usual people who answer our marketing call or redirect us to another number. And they also happen to be the one challenge, the acid test, of anyone conducting a lead generation campaign in the IT industry. If they like you, then they will bring you to their boss. If not, well you need to try your luck better in generating sales leads for the next time. Now, we all have heard how hard handling gatekeepers are, but if you can keep in mind the five tips below, then you can go off with a good start.
- Look for a vague person in charge – this is a strategy that is best done on the phone, so you will need the help of a professional IT telemarketing agency, in case you do not have one of your own. In this case, you request the gatekeeper to connect you to someone with a rather vague position in your target film. Usually, this will confuse them, prompting them to connect you to someone of a higher position. More often than not, this person is exactly you were looking for. Just be sure that the person’s title matches closely with the product or service you are offering them.
- Talk to your prospects before or after office hours – if you do this, then you will avoid facing the gatekeepers all together. Managers and other decision-makers usually are the last to leave work, so it might be a good idea for you to give this a try. Just make sure that you are not calling them in their homes, since this will create problems and complications that you just do not want to experience.
- Send an email beforehand – you may not receive the answer you want, but it is a good way to start the asking process. Try sending one to your prospect, or you can send it to the gatekeeper, asking him or her to forward your message to their boss. Sometimes, that can actually do what you requested of them.
- Ask their help – in this case, you are treating the gatekeeper not as your opponent, but as a partner in your marketing campaign. More often than not, these people are privy to the thoughts of the executives and business managers that they work for. And if your IT appointment setting team can establish a good rapport with them, they can actually provide you with details that can help your marketing campaign. Besides, if they feel that you are credible enough, they might end up connecting you directly to their boss.
So there, these are just some of the tips that you can use in handling the gatekeepers of any business you wish to offer your services to. This will make generating B2B leads much easier for you.