Peggy’s Pointers – GateKeepers and How to get Past

How do you to Get Past the GateKeeper?

Being in sales for over 30 years I’ve had my fair share of cold calling and furthermore my fair share of trying to get past the GateKeeper…that person who holds the keys to the door to the most important person on my call list for the day.

The most interesting conversation with a GateKeeper I’ve ever had involved me walking into a company one day and asking the receptionist who I would need to talk to who purchased their packaging products.  The lady said, “Well that would be Joe Bob.”  So I asked, “Would it be possible to visit with him today?”  Her response was, “Do you have an appointment?”

Now I had just walked in cold off of the street and asked her who I would need to speak with regarding my products.  She had told me who it was.  I know I must have been speechless and had a “deer-in-the-headlight” look about me as well as the question mark on my face as to “duh” if I don’t who I need to talk to, then how on earth would I possibly already have an appointment with them?

Bless her little heart, she was so programmed to give that “canned” answer that she had no clue what she had said.  But being the wild crazy redhead that I am, I said, “I’m not sure but I don’t think so!  Would you check for me?”

Here are just a few pointers on getting thru:

*  Remember it is their job to keep the gate closed.

*  Act like you are senior to them….not superior to them.  For example, if they think you are someone of importance or someone who the boss would want to see then there is more likely of a chance you will get into to see him.  This doesn’t mean that you should ever act as if you are above them.  There is a fine line in the difference.

*  They have a wealth of knowledge about the person you are trying to see.  Your job is to use your wits and charm to find out what you need to know that they know.

*  Never, ever pre-sell to them.  In other words, if they ask what it is that you want to speak to Joe Bob about, keep it brief.  Do not go into sales pitch mode.

*  Learn to ask for folks on a first name basis.  Don’t ask for Mr. Jones, ask for Joe Bob.

*  If Joe Bob is on the phone, just say, I’ll wait a few minutes to see if he is available.  Quite often people will see you if they know you have had to wait on them for some reason.  This tip works for either an in-person cold call or a phone call.

*  Always, always, always, be thankful before and after.  Most especially after you have met with Joe Bob as you are leaving the premises, make sure that you find Lucy Jane and thank her for helping you today.

These are just a few techniques that I’ve used over the years.  By all means they are not all inclusive but you might be able to use one or two of these tips to help you get your “Edge Over Your Competition.”

Peggy P. Edge (c) 2013.  All rights reserved.

What is your Edge over your Competition?

If you can’t put a Square Peg in a Round Hole, then what is your EDGE over your competition?

Too many times sales organization try to emulate what their competition is doing. They create products and services that are “me too” and that dilutes your ability to be unique, special, innovative, i.e., different.

I sell products that are highly standardized. As a matter of fact, my clients can purchase many of the brands that I sell elsewhere.

So what makes me different? What is my “Edge” over my competition? It is my red hair, my wild and crazy personality; it is the Brownies that I have made for my clients each year during the holidays.

Brownies! Seriously, that is what one client told me several years ago. I asked, “Kyle, why do you do business with me?” He said, “It’s those wonderful brownies that you bring me every Christmas.”

Usually around July, he and some of my other guys will start in on me by asking, “Isn’t it about time for some of those Brownies?” I answer, “It ain’t Christmas yet!”

In the marketplace, when all things appear to be equal, there are just a few little details that can make you stand out and shine to your clients. So share with me, what is your Edge?

Peggy P. Edge (c) 2013

Professionalism in the Market Place

I have been asked to speak to the Nursing students at a local college.  I look forward to sharing my 30+ years of war stories in sales with these young people.

Most likely they will roll their eyes at some of my fuddy-duddy ideas of being a professional in the marketplace.  However, some rules never go out of style like, dressing for success not dressing to your own desire–pants-on-the-ground, pink hair, body piercings, etc.

Every industry has prescribed guidelines for what is professional in their market.  Before you go to that first interview you should be aware that you will be meeting someone who is going to make a judgment about you and your character within the first 5 seconds you walk into the room.

Recently a young friend of mine interviewed for a job at a major telecommunications manufacturer here in the DFW area.  Prior to her interview, she was told by the agency that she was working with that she would not be allowed to carry a cell phone into the facility—it must be left in the car.  Oh my, what would she do if someone needed to call her during that time?  Well, duh, they would just have to leave a message.

Yes, some corporations do not allow personal cell phones in the office.  Can you imagine 8 hours of not being in touch with your friends?

I think very few young people coming out of high school and college these days have a sense of what it takes to be successful in a job.  I’m not trying to negative here just realistic.

The bottom line is that if you want to be considered as a professional, you must first look and act the part.