@@anthonymarquez3783 this isn’t going to work. The gate keepers laugh at you guys when you pretend you know them. The only way to get past is with a highly professional approach. The gate keeper these days has a University degree.
@@me-gainandhaz-beensshenani841 This might've worked before. But it will only work once. When the decision maker tells their gatekeeper, hey you let this guy through. Apparently sales people are using literal scam/phishing tricks to get past you nowadays. Lets review our process for taking incoming calls so this doesn't happen again. Also, I'm not a sales person. But if I was on the other side, I would feel pretty icky about the whole interaction. The sales person made false representations about knowing me personally in order to get to talk to me. They are not trustworthy. If the first interaction we have is already based on a lie of a false pre-existing relationship, why would I want to deepen that into a more serious business relationship where serious money is being negotiated.
There's a certain aspect to this which is going to effect how good this approach is. Depending on the size/culture of the business, the GK will either be completely detached from the business dealings, or 100% in tune and involved. If the GK is in tune, then there aren't any guessing games about "what company they're using" or "who is DM in conversation with". For the particular client base I have, this is often the case. Yes they answer the phones, but they're also 'in the know' and involved with the business in many other ways.
I called lawyers and their gatekeeper's are tough to get through. I had a 20% bypassed gatekeeper ratio as opposed to an 80% or 90% from calling other industries. How do you get past lawyers' gatekeepers?
On minute 3:53 you talk about adding “account” to the end of what you’re calling. I’m doing reputation management (e.g Google Business Profile) which they do get the spam calls for “Your Google Profile needs to be verified” do you think I should still say “Google Business Profile Account” or say something else?
It's very conversational, the same way she/he would call their friend. If she does pick up on this she will feel proud that she noticed and also understand that this is why she has a job. She wouldn't hand up on you because at this point she does not have the authority to do anything other than asking you a few questions and passing the call on or asking you to call back at a better time.
Ok but if you are small business and mom and pop shops, the gatekeeper can be a decision maker's wife, friend, lover, son/daughter etc and simply getting past them might resort to establishing ethos.
This is old school but probably still effective depending on the market. Since king Kong was the actual name on caller tshirts in the video, I assume that other data points are also relevant to their call experience which shapes their call style. Let's assume AdWords is their primary focus and the basis of their methods. AdWords is a high friction cold call, modern day equivalent to credit card/merchant services sales. Daily aggravation that businesses incur from the sheer volume of solicitors makes this a battle hardened "No, Get Lost!" from the gatekeeper. They train for this everyday and thru experience have become experts, almost autonomic, at saying no. This level of resistance often requires extreme aggression and sneaky tactics in the cold call stage. Aggressive calling with false authority positioning is not a fit for many business models. Models that are a fit are also capable of being worked using other cold calling methods. Success varies in all methods, so the mantra is probably... get in where you fit in. For those starting out, I would suggest the less aggressive approach. Aggressive cold calling requires skill in order to not come off as a cold call fk boi. Instead, start with gentle selling so you don't burn any bridges. Once you get a feel for your market then you can apply more aggressive tactics until you find a balance that works.
Normally for clinic prospects where decision makers are with patients, the GK will keep saying that I need to send an email as that is the best way to contact the prospect. Can I say that I sent an email before hand and I have not receive a response so I am calling, What if they say that "it's because he might not be interested that's why he did not respond"
I have got all of my clients by telling the gate keeper what I'm offering and then asking to speak to the person they feel is most relevant to what I'm offering. So I do the exact opposite and it works :) that being said I have no competitors for what I am offering.
This is the only thing that will get you past me. Honesty works wonders. Even if you are offering a product we can't use, I'll be very nice about saying no, and thanking you for your time. The ones that are evasive or lie, get hung up on. The ones that are dishonest, and call repeatedly get verbally abused until they decide to never, ever, call this number again.
I would hang up to such a call... It depends on what kind of industry you work for, I guess. Regardless, if you think that doesn’t make you sound like some salesperson then you’re wrong.
I'm so confused, I watched a lot of videos regarding the gatekeeper and I kind of see two fronts on this war. One front is just like in this video, be firm be vague act as if you would be an important person who already talked with the decision make to get through. The other front is to befriend the gatekeeper, pitch them as if they would be the decision maker, make them feel special get to know how to get in touch with the decision maker, make the gatekeeper your ally. I don't know which to use, the one like in this video makes me quite uncomfortable and it is really hard for me to sound firm with big balls in my pants. The other option is more like my human nature but it takes more time for each call and in the end I mostly get to write an email (again) still.
I guess then prior to this call you need to send an email to the general email address, when its about SaaS for example something like Dear IT Team or something. You assume it was either forwarded to that specific person or they read it directly. You basically assume they are a professional company doing things properly.
What if they are not in and ask to be forwarded to voicemail. What is the best way to leave voicemail. Keep it short say hi John Doe I’m Jane I need you to give me quick call today as soon as you get this message? Or what is the best response. I’m a new broker for logistics company. You have great info and will be helping me make these cold calls
Hi Sabri, I just would like to what if I just reach out to the mail box every time when I make 100 calls a day. Should I call them another day or what chain exactly do I need to follow further?
Hmmm... if there was a preexisting relationship established why would you ask to speak to someone that handles that? Seems sneaky and a little inappropriate to come off as an impersonator.
Hey Sabri, great video! I just had a question about a part of the technique where you say "It's King Kong, they know who I am". What if the prospect doesn't actually know the company I work for? Can I still tell the gatekeeper "I work at XYZ, he/she should know who I am, put me through I'll hold", even though it is a lie? UPDATE: I just watched until the end, and realized that you can mention a previous email from before, so all good!
Yeh very good point - it really is lying and once the prospect realizes that it is going to be quiet embarrassing - I know - i used something similar once and didn't end well. Your credibility is instantly shot. I dont think its a good approach and would like to see Sabri's reply on this one.
#heysabri Can you tell me how to best places to get numbers and validate them? I am scraping from google kaps by free tools and i dont validate as it costs money. Would be great help.
Good video but I wouldn’t recommend saying “Yeah, he should know why I am calling” If you get put through, the DM is going to think your a client and then when he find out your a cold caller, he is going to be pissed. It’s slimy, don’t do that
This was great! What happens if they are a professional like a dentist that is working on a patient and can't come to the phone during working hours? I'm at the mercy of the gatekeeper! #heysabri
"just tell him its king kong he must be familiar with us I don’t mind holding thank you." Can I use this at situation where if Im not familliar with client but just to somehow get pass the receptionist #HEYSABRI
Hey Sabri, I just bought your book and i want to get some kind of mentorship in sales, i got my marketing agency so I'd appreciate if you get in contact with me! #newsubscriber
This is how to be an asshole. I don't think anyone could or should be doing this all day. It's lying. There's way better ninja moves out there for cold callers getting past the gatekeeper . And they don't involve being an authoritative asshole
This is what I've needed to hear. Cold calls are never easy for me. However, you just made it simple. I love it. Thank you, much appreciated.
how this tips went for you? did they worked? I'm curious cause I'm about to try them myself
@@anthonymarquez3783 this isn’t going to work. The gate keepers laugh at you guys when you pretend you know them. The only way to get past is with a highly professional approach. The gate keeper these days has a University degree.
@@me-gainandhaz-beensshenani841 This might've worked before. But it will only work once. When the decision maker tells their gatekeeper, hey you let this guy through. Apparently sales people are using literal scam/phishing tricks to get past you nowadays. Lets review our process for taking incoming calls so this doesn't happen again.
Also, I'm not a sales person. But if I was on the other side, I would feel pretty icky about the whole interaction. The sales person made false representations about knowing me personally in order to get to talk to me. They are not trustworthy. If the first interaction we have is already based on a lie of a false pre-existing relationship, why would I want to deepen that into a more serious business relationship where serious money is being negotiated.
@@me-gainandhaz-beensshenani841what would work?
I have been watching sales videos from last 2 hours but this one is the best.
Thank you
I was sceptical at the start but soon realised that this is actually gold 🏆
👌
This is gold. Thanks Sabri!
Thanks so much! This video was amazing
this was funny, must be tough to be that gatekeeper. Ill implement this in my script. Thanks bro
There's a certain aspect to this which is going to effect how good this approach is. Depending on the size/culture of the business, the GK will either be completely detached from the business dealings, or 100% in tune and involved.
If the GK is in tune, then there aren't any guessing games about "what company they're using" or "who is DM in conversation with".
For the particular client base I have, this is often the case. Yes they answer the phones, but they're also 'in the know' and involved with the business in many other ways.
Yes thats for me the case as well. What is the better approach for this? The befriend with the gatekeeper approach?
@@xXSeakhow do you befriend them?
Bruv, that's so smart. Tyvm.
Great info
This is fantastic, dropping gold dust
This is brilliant! Job well done Sabri.
thank you sabri!
I'm Glad I subscribed.
Amazing video, I learned tons, thank you for sharing.
This sounds like gold thanks
Thank you so much for this information , it's so helpful
Gems! Thank you very much sir!
You are god sent.....This is just bang on
Thanks for sharing your video
Gold. Thanks Sabri.
Verry nice and precise .
You are AWESOME! TO the point, and very helpful. Thank you for this!
OMG YOU ARE SICK!! THANKS MAN
Thanks very informative
Wow this was amazing 🤩
Gold - Thank you!
this might sound stupid, but how do I get through IVR?
Fantastic ....it realty helps
.
your the best, Im adding to my template
I called lawyers and their gatekeeper's are tough to get through. I had a 20% bypassed gatekeeper ratio as opposed to an 80% or 90% from calling other industries. How do you get past lawyers' gatekeepers?
I have a question regarding, how would I incorporate the "account" if I were selling a product to their line up
As always. Great value
amazing!
On minute 3:53 you talk about adding “account” to the end of what you’re calling. I’m doing reputation management (e.g Google Business Profile) which they do get the spam calls for “Your Google Profile needs to be verified” do you think I should still say “Google Business Profile Account” or say something else?
Thanks! But what after?...The pissed decision maker about you using these kind of tactics to get through. Hiw do you handle that?
It's very conversational, the same way she/he would call their friend. If she does pick up on this she will feel proud that she noticed and also understand that this is why she has a job. She wouldn't hand up on you because at this point she does not have the authority to do anything other than asking you a few questions and passing the call on or asking you to call back at a better time.
#heysabri, really loved this, would be keen to hear your recommendation on how to apply this to the staffing space
Thanks a ton
Great Value Sabri! Thank you
Ok but if you are small business and mom and pop shops, the gatekeeper can be a decision maker's wife, friend, lover, son/daughter etc and simply getting past them might resort to establishing ethos.
Cool stuff !
good ... thanks Sabri
GOD BLESS YOU
This might if worked 20 years ago but if you think this is going to work now. This has been used thousands of time nothing revolutionary.
This is old school but probably still effective depending on the market. Since king Kong was the actual name on caller tshirts in the video, I assume that other data points are also relevant to their call experience which shapes their call style. Let's assume AdWords is their primary focus and the basis of their methods.
AdWords is a high friction cold call, modern day equivalent to credit card/merchant services sales. Daily aggravation that businesses incur from the sheer volume of solicitors makes this a battle hardened "No, Get Lost!" from the gatekeeper. They train for this everyday and thru experience have become experts, almost autonomic, at saying no. This level of resistance often requires extreme aggression and sneaky tactics in the cold call stage.
Aggressive calling with false authority positioning is not a fit for many business models. Models that are a fit are also capable of being worked using other cold calling methods. Success varies in all methods, so the mantra is probably... get in where you fit in.
For those starting out, I would suggest the less aggressive approach. Aggressive cold calling requires skill in order to not come off as a cold call fk boi. Instead, start with gentle selling so you don't burn any bridges. Once you get a feel for your market then you can apply more aggressive tactics until you find a balance that works.
so savage, thanks sabri
What if you cannot get the names of the gate keeper and the real person you want to speak to.
Especially if you want to sell your software
top man
Normally for clinic prospects where decision makers are with patients, the GK will keep saying that I need to send an email as that is the best way to contact the prospect. Can I say that I sent an email before hand and I have not receive a response so I am calling, What if they say that "it's because he might not be interested that's why he did not respond"
I have got all of my clients by telling the gate keeper what I'm offering and then asking to speak to the person they feel is most relevant to what I'm offering. So I do the exact opposite and it works :) that being said I have no competitors for what I am offering.
That's unusual. What are you selling?
This is the only thing that will get you past me. Honesty works wonders. Even if you are offering a product we can't use, I'll be very nice about saying no, and thanking you for your time. The ones that are evasive or lie, get hung up on. The ones that are dishonest, and call repeatedly get verbally abused until they decide to never, ever, call this number again.
Never pitch the switch
so lets say you gotta speak to the so and so. Then how would you do the opposite in that scenario?
I would hang up to such a call... It depends on what kind of industry you work for, I guess. Regardless, if you think that doesn’t make you sound like some salesperson then you’re wrong.
#hey sabri how do we introduce ourself to the decision maker for the first time. So that he will willing to continue the call.
Yes
#HeySabri More videos like this please ! Found your videos on cold calling,tonality etc very helpful.
I'm so confused, I watched a lot of videos regarding the gatekeeper and I kind of see two fronts on this war. One front is just like in this video, be firm be vague act as if you would be an important person who already talked with the decision make to get through. The other front is to befriend the gatekeeper, pitch them as if they would be the decision maker, make them feel special get to know how to get in touch with the decision maker, make the gatekeeper your ally.
I don't know which to use, the one like in this video makes me quite uncomfortable and it is really hard for me to sound firm with big balls in my pants. The other option is more like my human nature but it takes more time for each call and in the end I mostly get to write an email (again) still.
I tried this with King Kong... didn't work 😆 you've got your "messaging service" down pat
If you do not know the decision maker's name, then how do you tell the gatekeeper that it's about the email that you sent?
I guess then prior to this call you need to send an email to the general email address, when its about SaaS for example something like Dear IT Team or something. You assume it was either forwarded to that specific person or they read it directly. You basically assume they are a professional company doing things properly.
What if they are not in and ask to be forwarded to voicemail. What is the best way to leave voicemail. Keep it short say hi John Doe I’m Jane I need you to give me quick call today as soon as you get this message? Or what is the best response. I’m a new broker for logistics company. You have great info and will be helping me make these cold calls
#HeySabri THank you for this. More content like this please!
Hi Sabri, I just would like to what if I just reach out to the mail box every time when I make 100 calls a day. Should I call them another day or what chain exactly do I need to follow further?
Hmmm... if there was a preexisting relationship established why would you ask to speak to someone that handles that? Seems sneaky and a little inappropriate to come off as an impersonator.
What if they say, "What is your name and what is the reason for your call?"
Hey Sabri, great video!
I just had a question about a part of the technique where you say "It's King Kong, they know who I am". What if the prospect doesn't actually know the company I work for? Can I still tell the gatekeeper "I work at XYZ, he/she should know who I am, put me through I'll hold", even though it is a lie?
UPDATE: I just watched until the end, and realized that you can mention a previous email from before, so all good!
Yeh very good point - it really is lying and once the prospect realizes that it is going to be quiet embarrassing - I know - i used something similar once and didn't end well. Your credibility is instantly shot. I dont think its a good approach and would like to see Sabri's reply on this one.
if they ask who is calling?? what should I say in response can anyone help me with this?
#heysabri
Can you tell me how to best places to get numbers and validate them?
I am scraping from google kaps by free tools and i dont validate as it costs money.
Would be great help.
#heysabri. Thanks a lot for this
Good video but I wouldn’t recommend saying “Yeah, he should know why I am calling” If you get put through, the DM is going to think your a client and then when he find out your a cold caller, he is going to be pissed. It’s slimy, don’t do that
This was great! What happens if they are a professional like a dentist that is working on a patient and can't come to the phone during working hours? I'm at the mercy of the gatekeeper! #heysabri
I need to figure out this answer too :(
Did you found a solution?
Gatekeeper here. 10 out of 10 times these actions will cause me to transfer you to the "appropriate location," aka... dial tone.
Lmao
As a gatekeeper, what would work on you?
@@adamlhayman thank you very much for your detailed response! That was genuinely very helpful.
"just tell him its king kong he must be familiar with us I don’t mind holding thank you." Can I use this at situation where if Im not familliar with client but just to somehow get pass the receptionist #HEYSABRI
I notice Dentist Gatekeepers don't say their name.
Seasoned!
#HeySabri I’m Sabrin 😃
Hey Sabri, I just bought your book and i want to get some kind of mentorship in sales, i got my marketing agency so I'd appreciate if you get in contact with me! #newsubscriber
C'mon if you knew him that well you would have gotten his/ her phone number.
Mate, it’s unethical to tell the gatekeeper “He should know who I am” when it’s a cold call. You’re just purely lying at that point
It’s not if you send a cold email a week before.
And if you knew that he opened two of your emails.@@SabriSubyOfficial
This is how to be an asshole. I don't think anyone could or should be doing this all day. It's lying. There's way better ninja moves out there for cold callers getting past the gatekeeper
. And they don't involve being an authoritative asshole
Fantastic content! Thank you.
Thank you 🙏🏾