B2B,Appointment,Setting,The,Ga business, insurance B2B Appointment Setting: The Gatekeeper Dilemma
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Theprocess of B2B appointment setting requires a lot of tact and expertise, butthere are still some elements that are constantly volatile and regardless ofhow much one plans ahead, they always seem to bother and serve as constanthindrances. One such aspect of the overall chain is the gatekeeper, theproverbial grumpy security guard who just wont let you pass, and doesnt seemto have any reason for his/her actions! However, since the roadblock is goingto be there in any case, its better to know how to get past it.Firstof all, its essential to understand that while one sees the gatekeeper as anobstacle, he/she would obviously have other jobs at hand as well. So, beingpolite is the first most important step. Its obvious that the other partywould not be as courteous, but then again, if one has to get the job done, itsimportant to make the extra effort. Theres only so much information that canbe transmitted if one is being aggressive. The trick is to get the informationacross with tact, so that at least the other person sees that by letting thecall through, he/she would not be reprimanded by the senior person, who isalready very busy.Itsalso important to know where the person who is the gatekeeper, stands in thecompany structure. This helps in modifying the calling script and helping theother person do his/her own job. Quite obviously, if he/she is not in aposition to help the firm make headways in the B2B appointment setting process,theres not use knocking on the wrong doors. Instead, the person can bepolitely asked to redirect the call to someone who can take it to the nextlevel. By employing such simple tactics, one can achieve greater successwithout having to struggle.
B2B,Appointment,Setting,The,Ga