As a new business development consulting firm, The Cold Call King,LLC is guided by one overriding mandate to improve your bottom line. And because our primary focus is to drive sales revenue over the telephone by identifying potential sales opportunities and retaining contact over a period of time till a purchase is made, we are uniquely suited to positively impact your annual sales revenue.

The Cold Call King,LLC brings to bear more than 20 years of experience to lead generation and teleprospecting/cold calling problems. This vast real-world experience makes us a highly-qualified source of successful lead generation and teleprospecting strategy and tactics.

For more than 20 years we have seen company after company fail miserably

at identifying potential sales opportunities over the telephone.

There are generally two reasons for their failure:

They are not able to get past the gatekeeper and

not able to maintain contact with the primary decision maker over an extended period of time.

We invite you to click on any of the pages above.

By doing so, you'll learn how we can help you apply THE RIGHT SOLUTION™ to your lead generation problems.

By scrolling downward, you'll learn how we can help you get past the gatekeeper.

 

Training and Coaching Material on How to Get Past the Gatekeeper

 

The gatekeeper's primary focus and commitment to her company is to keep unknown solicitors away from the busy executive decision makers.  The gate keepers are informed and instructed to qualify all incoming calls determining the solicitation calls from the calls that have existing relationship with an executive decision makers.

This is an example of a cold call from a solicitor and a company gate keeper doing a great job at screening the phone call.

GATEKEEPER :   Ring, ring, ring........XYZ Company, Alice......how can I help you?

SOLICITOR:  Yes Mam, Thank you mam, I hoping to speak with your controller....your accounting manager, who would that be?

GATEKEEPER:  May I ask what this is regarding?
                    Are you returning a phone call?
                    Is this a courtesy call/ sales call?
                    It is company policy that I do not give out names.  Do you want his voicemail?
                    What do  you need?  Maybe I can help you so I know  who  to connect you with?
                    If you want to introduce your company, then go to the website and send information.
                    Are you trying to sell something?
                    Please give me your phone number and name/company and I will have someone get back to  you.

SOLICITOR:  Yes Mam, Thank you Mam, I am with ABC Software and we have had prior correspondence with your company.  I am trying to make contact with the appropriate contact, who is your controller/accounting manager or individual that reviews your business management software?  Thank you Mam.

GATEKEEPER:  I am sorry, unless you have a name, I am not able to forward your call.

SOLICITOR:  Thank you, Mam  can you forward me into the accounting department or the information technology department?

GATEKEEPER:  No Sir, again it is company policy to not accept solicitation calls from vendors.

SOLICITOR:  Thank you Mam, Is it possible to get their email addresses?

GATEKEEPER:  No Sir, it is company policy to not give out email addresses.

SOLICITOR:  Thank you Mam, Is there an assistant to the controller or information technology director that I can speak with?

GATEKEEPER:   Again Sir, it is company policy to not accept solicitation calls.

SOLICITOR:   Thank you Mam,  perhaps you can help me?

GATEKEEPER:  I can try; What is that you need?

SOLICITOR:  Thank you Mam,   Do you know if the company is pleased with their business management software or if they are reviewing software systems or will be reviewing systems in the future?

GATEKEEPER:  No Sir, I do not know.....I am sorry....I am not able to help you.

SOLICITOR:    Thank you Mam, do you know if they are using Accpacc, Great Plains, Navision, Quick Books, MAS909 or ABC?  Are they happy?

GATEKEEPER:  Again Sir; I am not able to help you......

SOLICITOR:  Thank  you Mam. Have a great day.

At the Cold Call King,LLC we implement five basic strategies that increase the probability of getting past the gatekeeper and increase  the probability of implementing THE RIGHT SOLUTION™ and creating an opportunity to speak the executive decision maker.

First:  The Cold Call King,LLC can agree to go to the voicemail and get the name of the person on the message. Generally it is only the first name but more times than not enough to get in the door.  We get the last name on next dial into the company to speak with the executive decision maker.
 
Second:  The Cold Call King,LLC will call and ask for the accounts receivable department.  The Gatekeeper almost always transfers the call into the accounting department.  Once in the department, you can begin introducing and they generally connect you to the appropriate decision maker in the finance department.
 
Third:  The Cold Call King, LLC acknowledges that its not always what you say, but just as often it is how it is said. Matching energy levels can be much more valuable than one might suspect.  Therefore, when I hear a quick urgent tone on the other side of the phone I will go with my rapid, official-sounding presentation and visa versa.
 
Fourth:  The Cold Call King, LLC remains focused on the   the call while staying calm and in control of the conversation.  We understand that ultimately the Gatekeeper may have control of the conversation by hanging up. Although,  The Cold Call King, LLC believes that we can control the flow and direction of the phone conversation by keeping a calm and steady tone in our voice during the conversation and does not pause too long or the Gatekeeper will close up or hang up.
 
Fifth:  The Cold Call King, LLC suggests that if all else has failed then try PROFESSIONAL BEGGING.  This is where you work off the gatekeeper's attitude and make comments like, "I guarantee that I am not trying to sell a product over the phone.  I am simply trying  to introduce myself for future interests", continue to ask questions leveraging for the correct information or an opportunity to speak with the decision maker.