Gatekeeper Basics

Who is a gatekeeper?

• A friend

• Colleague

• The contact

• Receptionist

What is their job?

• To have a conversation

• To try generate leads from

• To vet all calls

• To check criteria

Can we Generate a lead off a gatekeeper?

• Yes

• No

• Sometimes

• If their nice

Do you use your script intro with a gatekeeper?

• yes

• no

• sometimes

• if they don't understand me

Do gatekeepers give objections?

• yes

• no

• only on the International market

• Never on the US market

If the gatekeeper says: "He is in a meeting?" what do you do

• Say thank you politely

• Ask for a call back time and date and ask for the contact's Voicemail

• Ask for a better time to call back and hang up

• Just hang up.

If the gatekeeper says: That contact no longer works there, what do you do?

• Say sorry and thanks for their time

• Ask for a replacement or the IT department

• Ask them do they have an email and try get the lead off the gatekeeper

If the gatekeeper states: The contact is deceased, what do you do?

• Ask for replacement

• Ask when are they replacing them

• I am sorry for your loss, Have a nice day

If gatekeeper asks: Have you spoken with the contact before, what do you do?

• Check iCall and see if we have spoken before in previous call status, if we have say yes

• Always say yes, regardless

• Always say No, New relationships are always better

• Ask my coach or Team leader

If the gatekeeper asks to remove the contact, what do we do?

• Never remove them, only the contact can request it

• Always remove them regardless, we must comply with GDPR

• Ask them why they want to be removed