Do Amazing Work
Not occasionally. Not most of the time. Do amazing work every single time.
Show Your Appreciation
Don’t forget to thank your client for the referral even if nothing comes from it. Especially if nothing comes from it! You don’t want your client to feel like you’re disappointed if his lead doesn’t pan out. Clearly express your gratitude for each and every referral—no matter what the outcome.
As for me? I always appreciate a good referral. And I’m still looking for a few names to send to Bill. Anybody need a new phone?Build Relationships With Gatekeepers
Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be the major differentiator when you’re in fiercely competitive situations.
Gatekeepers. Ahhhh, my favorite. No really; they are. In high school, I used to love the challenge of winning over the ultimate gatekeepers: my dates’ mothers.
I think that’s honestly where it started, but I still romania telegram data love the challenge of winning someone over who has been strategically placed in my path to thwart me.
During our trainings and workshops, we’re frequently asked how to deal with dreaded gatekeepers when prospecting.
My favorite part of being asked this question is that it’s often done so within a context of terror, as if the person is picturing Gandalf slamming his staff into the stone and yelling, “YOU SHALL NOT PASS!”
Gatekeepers Are Humans First
The first thing you need to remember is that behind the scary mask, there is a human.
They have emotions, respond to human influence frameworks, and like to feel important, just like the rest of us.
The only difference is that they’re put in place to filter (and sometimes flat out stop) people like you from accessing the “boss.”