Outbound calling can be a highly effective component of an integrated sales and marketing strategy, particularly when it’s implemented with digital-based programs that drive prospects to your website and nurture leads. However, if cold calling is an integral part of your strategy, reaching the decision-maker can present a significant challenge. Company gatekeepers are trained to identify sales calls, and more often than not they’re going to deflect your attempts or direct you to a voicemail inbox.
Fortunately, there are ways to navigate these points of contact to make the most out of your B2B cold-calling strategy. Before we address these tactics, let’s explore the vital role gatekeepers play in the cold-calling process.
Leveraging the gatekeeper in your cold-calling process
Gatekeepers, such as receptionists or executive assistants, are more than obstacles in your path to the decision-maker; they are vital cogs in the corporate machinery. Recognizing the importance of their role in your cold-calling process and learning how to interact with them is crucial to ensuring your efforts are successful.
Here are several reasons why they are crucial:
- First line of defense: Gatekeepers are often the first point of contact in a company. They are tasked with filtering calls and inquiries, ensuring that only relevant and potentially beneficial interactions reach the executives. This filtering process is critical in protecting the time and focus of busy decision-makers.
- Influence and insight: While they may not make the final decisions, gatekeepers often have a significant influence on executives. They can provide valuable insights into the company’s needs and the executive’s preferences, schedule and current priorities. Understanding and leveraging this can be key to tailoring your approach.
- Building credibility: How you handle the interaction with a gatekeeper can set the tone for your entire relationship with the company. Demonstrating professionalism and respect can help establish your credibility, making it more likely for the gatekeeper to view you as a serious and legitimate contact worth passing on to their boss.
- Long-term relationships: Successful cold calling isn’t just about a single call; it’s about building business relationships that last. By establishing a positive rapport with gatekeepers, you create allies within the company who can facilitate future communications and provide ongoing support.
- Navigational aids: A cooperative gatekeeper can guide you on the best way to approach their executive, suggest the most appropriate times for contact, and even advise on how to customize your pitch to align with the executive’s interests.
- Feedback mechanism: Gatekeepers can offer indirect feedback on your approach. If you’re consistently being blocked, it might be a sign to adjust your tactics or approach.
1. Pre-call research: The backbone of smart cold calling
The adage “knowledge is power” holds particularly true in the context of cold calling. Before you engage with the gatekeeper, know exactly who you’re trying to reach. With personnel changes being a constant in the business world, up-to-date information is critical. Ensure that you are armed with the latest data on who holds the keys to the decisions within the company.
By doing your homework, you not only increase your chances of speaking with the right person but also demonstrate to gatekeepers and decision-makers that you value their time and have a genuine interest in addressing their specific business needs.
Here’s how to sharpen your pre-call intelligence:
- Leverage digital resources: Gather information online. The company’s website is a good starting point, and professional networking platforms like LinkedIn can provide a wealth of current data on key decision-makers.
- Stay informed with news: Keep abreast of the latest company news. Articles featuring the company often mention key figures and their roles, providing context for your call. Look for a news section or page on the company website.
- Industry networking: Use industry events and tradeshows to connect with company representatives. These interactions can provide insights and direct contacts that are not publicly available.
- Direct inquiries: Sometimes, a straightforward approach works best. A simple preliminary call asking about the person responsible for purchasing can yield direct answers and save time.
2. Cultivating the cold-call connection: Beyond the first impression
The moment you’re connected with a gatekeeper, they’re more than likely to try to end the call. Rather than launching straight into a sales pitch, aim to engage in a genuine conversation. This could be as simple as commenting on something timely and relevant, like a current event or a shared business challenge, to break the ice and show that you see them as more than a hurdle to be cleared.
Remember, the goal of a cold call is not to close a sale but to open a door. It’s about laying the groundwork for a fruitful relationship.
Every interaction with a gatekeeper is a chance to demonstrate your commitment to creating a win-win situation. By focusing on building a relationship first and selling second, you lay a foundation of trust that can ultimately open many doors.
By approaching gatekeepers with the same level of respect and professionalism you would afford their superiors, you distinguish yourself from the throngs of salespeople who see them as mere obstacles. This perspective shift is essential: when you start treating the gatekeeper as a valued part of the company, you begin to build a rapport based on mutual respect.
Here are some strategies to enhance your interactions:
- Engage with empathy: Show understanding and empathy towards their role. Acknowledge that they have a busy and important job, and you’re there to make their life easier, not harder.
- Value-based conversation: Share how your product or service aligns with their business needs. It’s not about selling at this point, but rather about planting the seed of value that your offering could potentially bring to their organization.
- Information exchange: Even if the initial call doesn’t get you through to the decision-maker, use it as an opportunity to learn. Ask questions about the best times to call, the challenges their team is facing and what the gatekeeper feels are the most pressing needs of the executive or the business.
3. Craft dynamic cold call responses to common gatekeeper objections
A well-rehearsed sales pitch is your blueprint for a cold call, but it’s the unscripted moments that often determine your success. Gatekeepers may present you with a range of objections.
- Have an agile script: Plan for common rebuffs but be ready to pivot if a gatekeeper throws you a curve ball. You can do this by preparing flexible responses. For instance, if a gatekeeper suggests now isn’t a good time, offer to schedule a more convenient time or propose sending a brief overview via email as a preliminary introduction.
- Understanding a clear-cut rejection: When faced with a flat refusal, it’s useful to adopt a consultative approach, expressing a genuine interest in understanding their needs and the reasons behind their reluctance. This not only demonstrates your respect for their perspective but can also provide you with valuable feedback to refine your approach.
- Network with other SDRs: Collaboration is an invaluable tool for honing your skills. Engage with a community of Sales Development Representatives to exchange real-world experiences, challenges and strategies. By role-playing both the SDR and gatekeeper positions with peers, you can simulate and navigate a variety of scenarios.
This practice is more than just a preparatory exercise—it’s an interactive way to sharpen your reflexes, adapt to new objections and enhance your overall communication skills. Regularly stepping into the shoes of a gatekeeper can also offer you fresh perspectives on your own pitch, making your actual calls more effective and your techniques more refined.
Bonus cold-calling tip: Bypassing the gatekeeper
Reaching a decision-maker directly is often akin to finding a way through a labyrinth; it requires strategy, timing and a bit of ingenuity. Here are several tactics to empower you to navigate past gatekeepers and connect with B2B executives more effectively:
- Optimal timing: During the early mornings, lunch hours and late afternoons, regular gatekeepers may be absent, potentially leaving the phone lines in the hands of a more receptive gatekeeper. Simultaneously, executives may be more inclined to answer their own calls, offering a strategic window for direct contact. In fact, cold calling business outside of traditional work hours may increase your chances of reaching an executive directly.
- Email precision: Inundating an executive with emails is counterproductive. Instead, craft a concise, compelling email that provides value and sparks curiosity. Personalize your message to stand out and make it clear why your email is worth their attention.
- The power of referrals: Leverage a mutual connection or a referral from an industry colleague to unlock doors that might otherwise remain closed.
- Professional networking: Build a connection on LinkedIn by engaging with content posted by the executive or sharing insightful comments. An InMail or a connection request with a personalized message can pave the way for a direct conversation.
- Integrated sales and marketing platforms with company databases and direct contact tools: Sales resources like ZoomInfo can be invaluable for obtaining direct contact details. Access to a decision-maker’s direct line or email can allow you to circumvent the traditional gatekeeping channels altogether. ZoomInfo SalesOS and MarketingOS form comprehensive B2B sales and marketing platform that provides businesses with access to a database of over 200 million companies and contacts, as well as tools for prospecting, outreach and sales engagement.
Similarly, Apollo.io is a B2B sales and marketing platform that leverages AI to empower businesses to identify, qualify and engage with potential customers. Capable of using AI to guess the email addresses of executives, it provides a database of over 270 million B2B contacts, along with tools to automate prospecting, email marketing and sales engagement. Other B2B outreach software options include Hunter, HubSpot Sales Hub, Lead411, RocketReach, SalesLoft, Outreach, Zinovio, Lushaa, UpLead, Cognism and Clearbit. Most of these prospecting tools also integrate with mainstream CRM software. Always take a deep dive into capabilities and compatibilities before committing to any B2B martech software subscription.
Remember, while these strategies and tools can be effective, they should be used judiciously and respectfully. Each interaction with a company, regardless of whether it’s with a gatekeeper or an executive, reflects on you and your business. By approaching each with professionalism and a clear value proposition tailored to their priorities, you increase your chances of successful engagement.
Opening the door to opportunity
Once you’ve navigated past the gatekeepers and reached the right person, it’s crucial to capitalize on the opportunity. Make that first conversation count by leaving a strong, positive impression and clearly demonstrating the true value of your product or service. But remember, this first conversation is just the starting point. Following up with an email or a subsequent call is essential to nurture the budding relationship. This is where a fully integrated sales and marketing strategy comes into play, using lead nurturing strategies to supercharge the effectiveness of your cold calling efforts.
B2B cold calling can be a challenging and demanding endeavor, but it’s also an avenue ripe with potential. With the right plan and a little tenacity, you can develop long-lasting relationships that turn prospects into clients.
If you’re looking to amplify your cold-calling or lead-generation efforts, don’t hesitate to reach out. Our team of sales experts would be happy to share their insights and guidance with you. Let’s connect and drive your sales journey forward together.