Some of the top tips include:
No 5 – Call at odd hours
If you are trying to avoid being screened by the gatekeeper, try calling after hours either in the early morning or evening after the gatekeeper has gone for the day. Many times managers or owners work late and will answer the phone directly.
No 8 – Sheer Honesty
I often use a technique I call “Sheer Honesty” to get through to the decision maker.
If I am asked, “Can I help you?” or “May I ask what this call is in reference to?” the Castle Guard sounds polite, but in reality they are telling you to “get lost!”
So in response, I often say, “I’m a salesman, and I want to pester your boss to death. Is he/she in?”
This sheer honesty approach cuts through the bull, and usually takes the castle guard off guard or creates a laugh. Either way, the gate is usually lowered and will often put me through or provide you some valuable information
No 40 – Creative Ways to Open the Call
I was just thinking about you…
Hello Mr Graham. It’s Malcolm at BizVision. I was just thinking about you as I was reading some new customer satisfaction reports about (your industry) and I remembered some points you made in our last conversation. May I ask your advice on some of the questions that arise?
A named customer case study
“I’m calling you because a company similar to yours, StoraLot plc, had quite a problem with (their records management). Using our simple process they (reduced wasted time in finding records, improved their…..) by 60% which has also meant greater customer satisfaction and efficiency. In just a few minutes, I can determine if we could do the same for you. How are you currently handling your (records management)?”
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