Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your sales outreach still cold? It’s tiresome reading about how to get past the gatekeeper with duplicitous tactics — which are a waste of your time. And who has time to waste? So what’s the fastest way to gain entrance into the C-suite? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your sales call.

1. 4 WAYS
to Get Past Gatekeepers

2. When you're prospecting,

3. avoid
When you're prospecting,

4. avoid
When you're prospecting,
duplicitous, insincere,

5. avoid
When you're prospecting,
duplicitous, insincere,
unprofessional tactics.

6. avoid
When you're prospecting,
duplicitous, insincere,
unprofessional tactics.
THEY
DON'T
WORK
:(

7. RESPECT THE GATEKEEPER
Aim for referral introductions
from people your prospects
know and trust.
:)

8. 4 KEY
STRATEGIES

9. Dump the script
1

10. Scripts sound phony and
don't work.
:(

11. Scripts sound phony and
don't work.
:(
They will die in the great
Voicemail Void.
:(

12. Scripts sound phony and
don't work.
:(
They will die in the great
Voicemail Void.
Chance of a return call – Zero.
:(:(

13. With a referral,
you will get
an appointment!

14. The List
That Counts
2

15. Bought lists are unqualified.
:(

16. Bought lists are unqualified.
:(
Basically the same
as cold calling.
:(

17. Bought lists are unqualified.
:(
Basically the same
as cold calling.
A list will get you only as far as
the gatekeeper.
:(:(

18. A referral facilitates
a personal introduction!

19. Stop Cold Calling!
3

20. Also avoid emails to people
who don't know you or expect
to hear from you – that's just
digital cold calling.
:(

21. Also avoid emails to people
who don't know you or expect
to hear from you – that's just
digital cold calling.
:(:(
Even emails and social media
messages will meet the
gatekeeper's Delete button.

22. Surveys say:
Referrals work!

23. Get Smart
4

24. Selling by referral shortens
the sales process.
:)

25. Selling by referral shortens
the sales process.
:)
You arrive pre-sold and trusted.
:)

26. Selling by referral shortens
the sales process.
:)
You arrive pre-sold and trusted.
Referrals attract new clients
50% of the time.
:):)

27. No other sales
prospecting strategy
can claim these results.

28. Many thanks to...
Joanne Black
@ReferralSales
www.nomorecoldcalling.com

29. Presentation created by Pipeliner CRM
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