Insurance agents view gatekeepers in their sales process as one of the biggest challenges. They can be secretaries, receptionists, or personal assistants. Their job is to screen all calls and stop unsolicited callers talking to their bosses.
Gatekeepers can frustrate or anger you at times. Gatekeepers may have their own gatekeepers. Many gatekeepers have the ability to tell if a caller is a salesperson. Sometimes they may imitate a salesperson talking over the phone.
It could be a blessing in disguise to face difficult gatekeepers. Many salespeople might have been turned down because they were unable to pass the gatekeepers. This simply means that you are less competitive. It is important to understand the best approach. Here are six tips to help you deal effectively with gatekeepers.
(1) See gatekeepers from a new perspective
Most salespeople are uncomfortable with the term “gatekeeper”, which has such a negative connotation, they frown upon it. If your prospect is screened by an assistant, it could be a sign that the person is a senior-level employee.
Gatekeepers don’t actually work as gatekeepers. They are people with feelings, and they have jobs. We may be able to change our attitude from being confrontational to one that is collaborative when we see gatekeepers from a different perspective.
(2) Think and understand like a gatekeeper
Our perception of gatekeepers might not reflect the reality of gatekeepers. We may be surprised at how friendly gatekeepers can seem if we learn more about their minds.
While gatekeepers have the job of preventing salespeople, such as insurance agents, from harassing their bosses and making them feel uncomfortable, they also know that their companies may be benefited if the agents offer products or services that are valuable to their businesses.
(3) Gatekeepers are an important role to be aware of
Everybody is being evaluated, whether it be in person or via the telephone. The gatekeepers may not be the decision makers, but that doesn’t mean they aren’t judging you. It is possible that gatekeepers can influence the decision-making process.
Managers who are informed by their secretary that an agent is rude or offensive may not do business with them, regardless of the offer made by the agent.
(4) Coordinate with gatekeepers
People who are polite and friendly will get the best out of gatekeepers. They are not attracted to aggressive agents, especially those that treat them as insignificant employees of the company. Explain why you are interested in meeting with your prospects and the purpose for the meeting.
It is important to align yourself with gatekeepers. If you can establish a good working relationship with gatekeepers, you will be able to gain valuable information. You’ll learn about the type of business, the service insurance agents, and the buying process.
(5) Be sincere, friendly
In sales training, you might use techniques such as saying you will return a call. If someone discovers that this is not true, you could lose your trust. Trust is the foundation of relationship commitment.
It is important to recognize the importance of gatekeepers in the sales process and to not allow them to manipulate us. A positive attitude is essential. You must believe that your bosses will want to hear from you or your organization.
(6) Use leverage to your relationship with gatekeepers
To make a good impression on the gatekeepers, you need to be confident, friendly and relaxed. You might find the gatekeepers to be your building block rather than a stumbling block.
It is crucial to maintain good relationships with gatekeepers. The gatekeeper can be used as a reference. When speaking to your insurance prospects, compliment the politeness of the gatekeepers.
It takes patience and effort to deal with gatekeepers. This is the price we must pay to build relationships. Insurance selling is a business that relies on relationships. It is best to make your customers the gatekeepers. You can make them your best friend.
