{"id":23710,"date":"2018-02-13T10:59:42","date_gmt":"2018-02-13T02:59:42","guid":{"rendered":"https://mercurylabsmarketing.com/?p=23710"},"modified":"2026-06-09T12:39:59","modified_gmt":"2026-06-09T16:39:59","slug":"4-ways-get-past-gatekeepers-reach-prospects-every-time-video","status":"publish","type":"post","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/telemarketing/4-ways-get-past-gatekeepers-reach-prospects-every-time-video/","title":{"rendered":"4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\"><script src=\"https://fast.wistia.com/embed/medias/2ejwv8n2pz.jsonp\" async=\"\"></script><script src=\"https://fast.wistia.com/assets/external/E-v1.js\" async=\"\"></script></p>\n\n\n\n<div class=\"wistia_responsive_padding\" style=\"padding: 56.25% 0 0 0; position: relative;\">\n<div class=\"wistia_responsive_wrapper\" style=\"height: 100%; left: 0; position: absolute; top: 0; width: 100%;\">\n<div class=\"wistia_embed wistia_async_2ejwv8n2pz videoFoam=true\" style=\"height: 100%; position: relative; width: 100%;\">\n<figure><img decoding=\"async\" style=\"filter: blur(5px); height: 100%; object-fit: contain; width: 100%;\" src=\"https://fast.wistia.com/embed/medias/2ejwv8n2pz/swatch\" alt=\"\"></figure><div class=\"wistia_swatch\" style=\"height: 100%; left: 0; opacity: 0; overflow: hidden; position: absolute; top: 0; transition: opacity 200ms; width: 100%;\"></div>\n</div>\n</div>\n</div>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">On average, seasoned reps get past gatekeepers only 13% of the time. </span><span style=\"font-weight: 400;\"><br>\n</span><span style=\"font-weight: 400;\">For newcomers, that number goes down to 1%.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">With the 4 proven sales call best practices in this video, </span><span style=\"font-weight: 400;\">you\u2019ll be able to reach prospects every time you dial.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">But first, let\u2019s understand what gatekeepers really do.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">When gatekeepers screen out calls,&nbsp;&nbsp;</span><span style=\"font-weight: 400;\">they\u2019re really just doing two things:</span></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><em><strong>Keeping the wrong person away from the boss</strong></em></li>\n\n\n\n<li><em><strong>Letting the right person reach the boss</strong></em></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Clearly, you want to find yourself in the second scenario.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Here are 4 ways to make this happen\u2026</strong></p>\n\n\n\n<h3 id=\"h-1-get-yourself-referred\" class=\"wp-block-heading\"><b>#1 Get yourself referred</b></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The top 2 reasons why executives meet with sales reps are:</span></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Referrals from people in their companies</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Referrals from trusted external sources</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">So, leverage your network and ask for an introduction.</span></p>\n\n\n\n<h3 id=\"h-2-connect-with-the-prospect-before-calling\" class=\"wp-block-heading\"><b>#2 Connect with the prospect before calling</b></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Avoid gatekeepers by making prospects expect your call</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Send a short intro email</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Ask for industry-specific advice via LinkedIn or Twitter</span></li>\n</ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The point is to build a relationship well before dialing.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\">Check out the <a href=\"/lead-generation/sales-cadence-examples/?utm_source=aaILnam\">examples of winning sales cadences</a> today</p>\n\n\n\n<h3 id=\"h-3-mention-something-you-learned-about-the-prospect\" class=\"wp-block-heading\"><b>#3 Mention something you learned about the prospect</b></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Show gatekeepers you\u2019re someone who knows about the prospect</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Point out a recent award, published post, or announcement by the decision-maker</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Explain how your call relates to the prospect\u2019s role</span></li>\n</ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The idea is to avoid sounding like you just called out of nowhere.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\">Discover our <a href=\"https://mercurylabsmarketing.com/news-and-updates/smart-calling-whats-the-edge/?utm_source=aaILnam\">SMART Calling: What&#8217;s the Edge</a></p>\n\n\n\n<h3 id=\"h-4-stay-in-charge-but-be-diplomatic\" class=\"wp-block-heading\"><b>#4 Stay in charge but be diplomatic</b></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Keep in mind that the person who asks the questions controls the call</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Always redirect with a question</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Resist the itch to pitch</span></li>\n</ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Gatekeepers don\u2019t have the authority to approve your offer, so stay firmly in control.</span></p>\n","protected":false},"excerpt":{"rendered":"<p>With the 4 proven sales call best practices in this video, you\u2019ll be able to reach prospects every time you 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