outbound marketing

Smart Ways to Slip Past Those Pesky Gatekeepers

We've all been there at some point or another. You're making your way through yet another day of awesome sales-y stuff - taking names, kicking ass - and you find yourself face-to-face with the dreaded Gatekeeper

There's nothing much worse than these guys. They're like the final boss on every level of an RPG game. They get between you and the decision-maker with their feet planted firmly on the ground, and it feels like your banging your head against a brick wall every time you try to get past. 

Are there any fancy one-liners or clever strategies you can use to slip past them? 

In short, no. You're not going to slip past them by being a sly old fox. 

The good news? You can make a few simple changes to your perspective (and your approach). 

"You shall not pass," will be a thing of the past. 

Let's get one thing straight: this isn't rocket science.

You have two choices. You can either engage with the Gatekeeper or you can opt for complete avoidance. Neither option is the "wrong approach". Both of these strategies can work for you, you just need to stick it out.  

How to Avoid Gatekeepers

If avoidance is your chosen path, there are three main ways to go about it. Sometimes, you just don't have the time or patience to engage with someone who's trying to dissuade you from your end goal. That's totally reasonable. It's up to you to decide how your time is best spent.

Use Those Referrals

The best thing about being introduced to decision-makers via an existing business acquaintance is that it'll be a direct introduction. It's even better if you're introduced by a current client of yours - it's word of mouth at its best!

Direct introductions like these help you skip the Gatekeepr completely. Just make sure that whoever does the referring sends an email copying everyone in as a personal introduction. This is infinitely more effective than handing you the email address and getting you to send a cold email. Frankly, cold outreach is what fuels the Gatekeeper's fire ;) 

Social Media is Your Friend

Social media is about way more than posting a few pictures of your lunch. Welcome to the Digital Age, folks. Everyone is networking actively on social media. If you're not one of them, you're the weirdo. 

Use LinkedIn to find prospective decision makers and reach out to them. It helps if you have a few connections in common. It's also helpful if you're based in the same area or if you've spotted some of their posts doing the rounds. Look for anything that will help you with your outreach and go for it! 

Just remember that sending a random message isn't going to help you forge that connection. Don't even bother trying to sell to them right out of the gate. Rather ask them a pertinent question or give feedback on an article they might have posted recently. If it looks like you're pushing an agenda, you've lost before even getting started. 

Contact Them Outside of Office Hours

This may sound unnecessarily sneaky but you'd be surprised at what you can achieve when the Gatekeeper isn't looking. If you're feeling particularly brazen, try calling the decision maker either before or after official working hours. Execs often can't resist working late, so you might catch them answering their phones when they have their office to themselves. 

Getting the Gatekeeper on Your Side

If you've made up your mind about engaging with the Gatekeeper, more power to you. Avoidance isn't everyone's cup of tea, so you should do what you feel comfortable with and own it!

Shift your perspective a little and you'll realise that your goals aren't so different from the Gatekeeper's own. They need to keep the wrong sorts of people away from the boss. So do you. They want to introduce the boss to the right kinds of people. So do you.

You'll only want to speak to the decision-maker if there is an actual need for your solution. You don't want to waste your time coaching someone towards a sale if there's no way in hell they'd be interested.

The best way to qualify this particular type of prospect is to engage the Gatekeeper. Open up a discussion about whether or not it'll be a good fit for you to meet the boss. All in all, people love to be involved in important decisions and a Gatekeeper is no different.  

What are your tips for getting past the decision-maker's Gatekeeper? We'd love to hear more about your approach. 

Long Live Outbound Marketing in 2019

Over the past few years, inbound marketing has been touted as the ‘silver bullet’ in many marketing plans, and recognized for its effectiveness in building brand awareness, as well as generating traffic, leads and conversions. 

Therefore, it may come as quite a surprise to hear industry heavyweights claiming that it may not be as effective as it used to be. Things are changing, and we can see this in the way that social networks are now favouring posts without URLs and the way Google is referring less outgoing traffic to websites for the first time in its 20-year history.

How to Score (and Keep) New Clients

Here’s the biggest secret to winning new business:
There is no ONE secret to scoring new clients.

Face it:
Onboarding new clients that stick around takes time. It takes weeks (maybe months) of hard work, effort, and dedication. There are no shortcuts. Or rather, shortcuts won’t help you bag the customers you really want.

The three cornerstones of scoring new clients are simple:

  • Focus

  • Planning

  • Patience

It’s all about developing habits that will help you build a solid reputation.

Your Real Estate Business Rests on Your Ability to Establish Strong Local Vendor Relationships

When it comes to business goals, we all want to get off the ground with a bang.

It's about making your mark, building momentum, and gradually rising until you soar!

This is especially true in the real estate industry.

In fact, building strong relationships with local vendors is one of the most powerful ways to grow and maintain a thriving real estate agency.

When done successfully, you gain the ability to become a known and trusted local source of information. People turn to you first when they're in a bind. Word of mouth, in this case, is golden.

Every type of business has its own life blood; the one thing that is essential for health and growth. Be it resources, advertising, profit turnover or innovation, there is nothing more important than a strong client base.

A healthy local client base is the first and last link in the age-old chain of "supply and demand", even when it comes to the store down the road.

But how does this benefit the real estate industry?

Get Insta-Success: Create Instagram Captions for Your Business

Is Instagram a bit of a headache for you?

Have you given this valuable marketing tool a miss because you think it’s too much of a headache?

We’ve got some rad tips that show you how to make the most of your content marketing efforts by adding this platform to your mix of tools.