So you’ve done the work of tracking down the name of a key individual and now you’re about to make that all-important call, but you’re worried about being questioned by a gatekeeper. Here are some ideas for making sure that your call gets put through.
First, here are five tips for getting past the gatekeeper:
5 tips:
1.) 70% of what will determine your success is how you sound (your pace, your breathing, your confidence, etc.) and about 30% is what you say.
2.) Slow down, talk a breath, speak at a measured pace.
3.) In terms of tone, it’s important to sound polite but directive. So you’re friendly, but also sound like someone with a degree of seriousness and authority.
4.) Sound like an insider, not a salesperson. Avoid any jargon and phrases only used by sales people,such as “I just want to introduce myself.”
5.) It’s important to script out your answers to any questions the gatekeeper might fire back at you (such as, “What is this regarding?”) so that you sound polished and confident when you answer them. After you’ve answered the question, go right back to your request. Don’t pause and wait for a response.
Here’s a cheat sheet:
Sound like an insider: “Hi, this is (your name) calling for Bob.”
If you’re questioned: “The call is regarding a confidential matter that I need to discuss with Bob.” Or: “The call is regarding a business issue of a personal nature.”
If asked, what kind of company you are: “We are a consulting firm called _____. Can you put me through to Bob now?”
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Gary Stauble, a guest writer for the Top Echelon Recruiter Training Blog, is the principal consultant for The Recruiting Lab, a coaching company that assists firm owners and solo recruiters in generating more profit in less time. For more information or to schedule a complimentary coaching session, visit www.therecruitinglab.com or call 408.849.4756.