Market Development Architect

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It’s not about being their best friend, at least treating them as a person. After all, they hold the key to your success. Use Strategic Questioning Here’s where you get smart. Instead of launching into your pitch right away, you want to ask open-ended questions. Try something like, “When’s the best time to try to reach [Decision Maker’s Name]?” or, “Could you help me figure out who would be the right person to discuss [specific topic]?” It’s respectful of the process.



Every once in a while, you get some good inside why you should take our product information. Demonstrate value quickly Once you have engaged the gatekeeper, it is time to prove why they should care. In concise but very clear terms, state why your call is important. Name-drop other companies that have benefited from your services. For instance, if you sell for an outbound lead generation company, you might say, “We have helped businesses in your industry increase their qualified leads by 30% “.



It’s literally about demonstrating why their company can’t afford to miss this opportunity. Be Prepared and Persistent Preparation is everything. Anticipate what questions may be asked and be prepared to respond. Your tone and confidence will relay your professionalism and further ease the gatekeeper’s mind to trust you. And if it doesn’t work the first time, that’s not a problem. Many times, a respectful follow-up can open those doors that seem locked.