Prepare Correctly for the Company Gatekeeper
"Receptionist Will Put You Through to the Person You Sound Like The first line of defense you'll most likely encounter whenever you're making a telephone call or in-person cold call on a Very Important Top Officer is the receptionist-gatekeeper. Knowing who you're asking for by name and title and taking the time to send a letter of introduction, postcard, e-mail or handwritten note in advance of your call will go a long way toward making an ally of this all-important receptionist-gatekeeper. To make sure that your call is put through, your correspondence must have a call-to-action in the form of the precise day, date and time that you'll be calling on this Very Important Top Officer. The receptionist-gatekeeper's main job is to make sure that callers are directed to the proper person. No matter what your request is, chances are that the receptionist-gatekeeper will shunt you to the person you sound the most like. So, the words and phrases you use will go a long way to ensuring that you're given access to the person you're calling for. The interaction might sound something like this: Gatekeeper: VITO Incorporated. How may I direct your call? You: This is Mr. Will Prosper with ABC Services. Would you please connect me with Ms. Importanta, your president. Thank you. You'll note that you're stating a request by name and title -- not a question. Gatekeeper: Will Ms. Importanta know what this is about? You: Yes. She's expecting my call at 9:30, and I want to be sure that I am right on time. Would you please connect me? Thank you! Gatekeeper: That's fine. Can I tell Ms. Importanta what it's in regard to? Be very careful here! Remember, no matter what your request, the receptionist-gatekeeper will put you through to the person you sound the most like! You: Yes, of course. Remind Ms. Importanta that it's about enhancing the annual economics of shareholder value while achieving greater regulatory compliance. Now, I may be running a bit late, so would you please connect me? Thank you! This type of confident interaction with the receptionist-gatekeeper will get the desired result. Your call will be put through to VITO. (c) 2007 Tony Parinello ASB-011-004862 "
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