get past gatekeepers
TRANSCRIPT
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?
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The ‘Blocker’
The ‘Blocker’: whose sole existence is to stop you getting anywhere near their boss.
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The ‘Sadist’
A person who actually enjoys swatting away hopeful consultants with the oh-so-polite ‘where are you from again?’
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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?”
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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.
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Business SUCKS!!When you cannot get in front of Decision Makers because of
Gatekeepers
... putting pressure on sales targets
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Pushing you towards becoming...
A pushy sales person DESPERATE to close a sale
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Welcome to the 1950’s... where it beganTraditional B2B Sales Training meant
• Cold Calling• Appointment Setting• How to handle
GatekeepersImage Credit - retrowaste.com/1950s/
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Remaining the Same for Decades
1960’s1970’s1980’s onwards
Image Credit - retrowaste.com/1950s/
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but B2B Business was prepared
Gatekeepers became adept at dealing with traditional selling tactics
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Creating a fortress..
Gatekeepers could protect their ‘key decision makers’
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But in the Post Social Media Era
Social Selling is making the fortress walls porous
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But if You’re Stuck in 1950’s...
You’ll end up doing hard graft... just like Willy Loman
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B2B in the 21st Century
Taking a different approach allows you to breeze past gatekeepers
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The Traditional Approach... is mired in logic
“if there’s enough reasons or merit to buy, surely they will”
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‘People buy with their heart (emotion) and
justify or validate their decision with their head
(intellect)’
What We Know
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Transformation of Apple
Near bankrupt to worlds most valuable company - targeting buyers emotions and desires
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So the Question Becomes...
“How can we create an emotional connection with a key decision maker AND get past their gatekeeper?
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By Targeting Ego
Ego is at the heart of emotion. It is the ultimate form of making it ‘all about them’
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By targeting emotion
You position yourself inside a far more favourable space to have a meaningful conversation
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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.
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But if a Buyer Comes to You
it’s the Holy Grail of sales.
Sales conversions are naturally going be higher.
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When a Buyer Comes to You
You’re a talking from a position of authority and strength which increases your conversion rates.
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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’.
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As a result...
Getting your message in front of key decision makers consistently becomes difficult
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The Vicious Cycle Begins
• You need a sale...• Making you look desperate..• Which repels sales• Making the need for a sale
even greater
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Breaking the Cycle
Breaking the ‘Sales Dependency Cycle’ is the key to a thriving and successful consulting business
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How is it Broken?
By getting passed the gatekeeper and creating a space where a prospective client wants to talk with you
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How?
By targeting their own Ego
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Using an ‘Elegant Door Opener’
to get more access to more decision makers on a consistent basis
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So Elegant
you never feel ‘salesy’ or high pressure reaching out to potential clients.
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Initiated from a ...
Position of Strength and leveraging ego
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Stronger Positioning means
you’re now on level playing terms with a potential client… even though it was you who made the first move
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Subconsciously Influencing
a potential client by removing their inbuilt B.S. detection system during your ‘talk’.
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So ElegantYou’re now
POSITIONED... to get your
message through
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It Helps Prospects Look Good
Now you’re providing emotional service
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When you’ve made someone look and feel good, they’ll naturally be more open to what
you have to say.
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is the device to start an ongoing
relationship with a key decision maker
The Elegant Door Opener
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Simple Checklist
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Designed To Transform You
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Get it Herehttp://bit.ly/elegant-door-opener
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