“Keys to Getting Past The Gate-Keeper In Business”
By: J. Glenn Ebersole, Jr., Founder & Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™
Savvy business people understand that one of the critical factors in developing a successful business and successful business relationship is getting past the “gate-keeper” that stands between you and the key decision maker you want to reach. They also know that they could have award winning marketing materials and very compelling messages, but they are all totally ineffective if they cannot reach the right decision maker. And all the efforts to develop those materials and messages will be wasted.
Today we find that a majority of business owners and/or executives use some person or some system to protect their time through managing the access to them. The person or system will screen email, snail mail, phone calls, visitors and any other interruption and then they will decide which message or person is permitted to get past tem to the key decision maker.
Understanding the “gate-keeper” system that a business employs is very strategic information for you and your business. And you need to use some strategic thinking to make sure that you have developed an effective way to get past the “gate-keeper” of your key decision maker. You really need to know “who you are doing business with” when it comes to the “gate-keeper.” Therefore, it is very important to learn as much as possible about the “gate-keeper” to identify some “hook” or “connection” that will assist in developing a positive relationship.
It is very important to emphasize the importance of making sure you employ ethical, professional and proper means to get past the “gate-keeper.” Some ethical and professional methods could include direct mail, referrals, strategic alliances and telephone contacts used to develop a desired positive business relationship with the “gate-keeper.”
The process you develop should include specific and strategic steps tailored for the individual “gate-keeper” in order to have a higher probability of assuring your business message to the right decision maker that has the ability and the authority to make a favorable decision to do business with your company. If you are looking for additional information on how to get past the “gate-keeper,” please contact Glenn Ebersole through his web site at www.businesscoach4u.com or by email at jgecoach@aol.com
“Keys to Getting Past The Gate-Keeper In Business” - To learn more about this author, visit Glenn Ebersole's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 Friend or Foe the Importance of Creating Great First Impressions
|
| |
We often refer to the brain as having two hemispheres: the left, largely responsible for logic, and the right, predominately responsible for creativity. This description fits what we know to be the cortex or new bra...
|
|
Gatekeeper: Friend Or Foe? A 6 Point Plan To Deal With Any Gatekeeper
|
| |
You’re ready to attempt to sell to the M.A.N., your target Decision Maker in the prospect company. This is when you are likely to encounter a Gatekeeper. They come in the guise of receptionist, assistant, voicemai...
|
|
Five Tips to Get Your Calls Returned
|
| |
The following 5 tips were provided by salespeople who subscribe to SalesTrainingCamp's Sales Tip of The Week. The tips can help you reach the decision maker and get your calls returned.
|
|
Prospecting Tips
|
| |
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.
|
|
“Keys to Getting Past The Gate-Keeper In Business”
|
| |
Savvy business people understand that one of the critical factors in developing a successful business and successful business relationship is getting past the “gate-keeper” that stands between you and the key decisi...
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
