Getting Past The Gatekeeper

[@anil.bharrat]

My theory behind why the penfold technique works (using "thank you" after every statement), is because it assumes that they will do something for you, since you've already thanked them, the only thing left to do is fulfill on your request.

[@officialstephenlong]

That makes a lot of sense. Thank you. LOL

[@thecameraman3783]

thank you this is helping us in better understanding the intricacies of putting up a recruitment agency

[@officialstephenlong]

My absolute pleasure! Anything else that you would like to understand?

[@officialstephenlong]

@@thecameraman3783 My pleasure!

[@zakjones94]

Can you tag which video you talk about selling the conversation you'll have the decision maker to the gatekeeper?

[@housetable9038]

What is the limit to building rapport and when does it becoming befriended? What should you not do to build rapport? Does commanding things work on gatekeeper? Any words or phrases to avoid when speaking to gatekeeper?

[@officialstephenlong]

Have a watch of this video. Rapport is about behaviour - speed of speech etc, not about having interests or life experiences in common. So you can gain rapport with someone quickly without needing to become their friend. kzbin.info/www/bejne/b4m4mJmteNelr80 Yes, a commend tone is useful. But that just means lowering your voice at the end of the sentence so it sound authoritative instead of going up at the end which sounds scared, uncertain or like a question.

[@housetable9038]

When you do a sales call there are stages usually, so for recruitment what would your stages and funnel look like. Cold call->Meeting->? Or something else What ratios are common from your experience I hope you get my question

[@officialstephenlong]

Wow. Great question with no single answer. But let’s assume that we are trying to sign up a new client (instead of a single role or a candidate) Then I’d typically suggest Cold call - discovery (f2f or online) - proposal - job brief - placement. I could use an online funnel in there as well but that would come before discovery normally. Ratios? Again hard to give a single answer because it depends on the type of recruitment work. You can always email me if you want a more detailed answer. [e-mail]

[@housetable9038]

How would a typical pitch to gatekeeper to put you through go? All the sentences i can think can make you accross as needy

[@officialstephenlong]

"I have a proposal I'd like to make to X. It will take less than a minute and then either they will agree that it's worth talking further, or I'll be out of their hair..." is the one I usual use.

[@azeemtareen3896]

Suggest me a B2B cold call script for Digital marketing services

[@officialstephenlong]

HI! Thanks for commenting. You can watch this video: kzbin.info/www/bejne/morVc2SAi7uNZ7s And you can download my guide to B2B cold calling here: mailchi.mp/31471ae79053/cold-calling-script-download Enjoy!

[@madambaki495]

Hello Stephen, thanks for the video. But no gate keeper ask if the person you asking to speak to knows what it’s regarding. They normally ask what is the call regarding! Even if you don’t disclose your name. That person would always be away from the desk or in an “all day meeting “ hehehe. Also what if you don’t know the name of the person who should be in charge of speaking to you.

[@officialstephenlong]

Hi. Not my experience, but OK. To answer your questions: 1) You should know the job title and focus of the person you're trying to reach. So my first thing is to say (to the specific one you mentioned) "They should know what it's about. Thank you." Id they are part of my Dream 100, I will have connected with them on social, and commented on a few of their posts so there will be name recognition already, as part of my marketing strategy. kzbin.info/www/bejne/Z5yalGiVpLClfck If it's more cold, my answer will be "It's about X. Thank you." and the X will be what the person is most responsible for. You can combine them. "It's about increasing consultant revenue. But they should know what the call's about anyway. Thank you." 2) Find out before you make the call. Part of identifying your niche is to identify the correct job title / industry / location. Have a look at this video for deeper explanation: kzbin.info/www/bejne/qoKsgqKje7aFl8k

[@madambaki495]

​@@officialstephenlong thank you, Stephen, I really appreciate the long reply.

[@officialstephenlong]

@@madambaki495 You’re welcome!

[@talhamurs3279]

Gatekeeper: may I know what's the call regarding? Then what do you say?

[@officialstephenlong]

Assuming you're a recruiter: "Oh, they should know. Thank you" If you've also followed The 5=Step Marketing Plan and have marketed a Highly Desirable Candidate to them by email, this is absolutely true.