On average, seasoned reps get past gatekeepers only 13% of the time.

For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video, you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls, they’re really just doing two things:

Keeping the wrong person away from the boss Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

Referrals from people in their companies Referrals from trusted external sources

So, leverage your network and ask for an introduction.

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

Send a short intro email

Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

Point out a recent award, published post, or announcement by the decision-maker

Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

Related: SMART Calling: What’s the Edge?

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

Always redirect with a question

Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

Now, try these 4 ideas out on your next sales call.

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