Get Past Gatekeepers

How to Get Past Gatekeepers So You Can Reach Key Decision Makers

B2B consultants, trainers, coaches and advisorsWednesday, 10 June 15

THE FOUR GATEKEEPER TYPES

Do you Recognise any of These?

Wednesday, 10 June 15

The ‘Blocker’

The ‘Blocker’: whose sole existence is to stop you getting anywhere near their boss.


The ‘Sadist’

A person who actually enjoys swatting away hopeful consultants with the oh-so-polite ‘where are you from again?’


The ‘9-5er’Person who before you have introduced yourself has started saying “he/she’s busy right now… would you like to leave a message?”


The ‘Expert Spouse’Is a person who knows just enough in your area of expertise to close down your message based on their own preconceived ideas.


Business SUCKS!!When you cannot get in front of Decision Makers because of

Gatekeepers

... putting pressure on sales targets


Pushing you towards becoming...

A pushy sales person DESPERATE to close a sale


Welcome to the 1950’s... where it beganTraditional B2B Sales Training meant

• Cold Calling• Appointment Setting• How to handle

GatekeepersImage Credit - retrowaste.com/1950s/


http://www.retrowaste.com/1950s/

http://www.retrowaste.com/1950s/

Remaining the Same for Decades

1960’s1970’s1980’s onwards

Image Credit - retrowaste.com/1950s/


but B2B Business was prepared

Gatekeepers became adept at dealing with traditional selling tactics


Creating a fortress..

Gatekeepers could protect their ‘key decision makers’


But in the Post Social Media Era

Social Selling is making the fortress walls porous


But if You’re Stuck in 1950’s...

You’ll end up doing hard graft... just like Willy Loman


B2B in the 21st Century

Taking a different approach allows you to breeze past gatekeepers


The Traditional Approach... is mired in logic

“if there’s enough reasons or merit to buy, surely they will”


‘People buy with their heart (emotion) and

justify or validate their decision with their head

(intellect)’

What We Know


Transformation of Apple

Near bankrupt to worlds most valuable company - targeting buyers emotions and desires


So the Question Becomes...

“How can we create an emotional connection with a key decision maker AND get past their gatekeeper?


By Targeting Ego

Ego is at the heart of emotion. It is the ultimate form of making it ‘all about them’


By targeting emotion

You position yourself inside a far more favourable space to have a meaningful conversation


So the Issue Remains...“How do you engage with a

key decision maker in a manner that will target their

own ego, engage their emotions and have them

want to talk to you?Wednesday, 10 June 15

Meanwhile... Chasing Prospective Clients

Means you’re approaching them from a position of weakness.


But if a Buyer Comes to You

it’s the Holy Grail of sales.

Sales conversions are naturally going be higher.


When a Buyer Comes to You

You’re a talking from a position of authority and strength which increases your conversion rates.


Most B2B Consultants

are caught between a rock and a hard place of needing to do ‘activity’ and prospecting, but cannot appear to be ‘chasing sales’.


As a result...

Getting your message in front of key decision makers consistently becomes difficult


The Vicious Cycle Begins

• You need a sale...• Making you look desperate..• Which repels sales• Making the need for a sale

even greater


Breaking the Cycle

Breaking the ‘Sales Dependency Cycle’ is the key to a thriving and successful consulting business


How is it Broken?

By getting passed the gatekeeper and creating a space where a prospective client wants to talk with you


How?

By targeting their own Ego


Using an ‘Elegant Door Opener’

to get more access to more decision makers on a consistent basis


So Elegant

you never feel ‘salesy’ or high pressure reaching out to potential clients.


Initiated from a ...

Position of Strength and leveraging ego


Stronger Positioning means

you’re now on level playing terms with a potential client… even though it was you who made the first move


Subconsciously Influencing

a potential client by removing their inbuilt B.S. detection system during your ‘talk’.


So ElegantYou’re now

POSITIONED... to get your

message through


It Helps Prospects Look Good

Now you’re providing emotional service


When you’ve made someone look and feel good, they’ll naturally be more open to what

you have to say.


is the device to start an ongoing

relationship with a key decision maker

The Elegant Door Opener


Simple Checklist


Designed To Transform You


Get it Herehttp://bit.ly/elegant-door-opener


http://bit.ly/elegant-door-opener

http://bit.ly/elegant-door-opener

Get Past Gatekeepers

Business

Transcript of Get Past Gatekeepers