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Cold Calling Framework – Gatekeeper
I’m going through the cold calling framework and am curious about the first step with reference to gatekeepers.
The line “can you tell me who’s responsible for xyz” might get their guard up for them to go into immediate fob off mode.
Given that most people already have the data of who they ‘hypothesise’ they need to speak to (whether it’s LinkedIn or otherwise), would you not ask for your prospect by name when speaking to the gatekeeper, then go into the cold calling framework once you’re through to who you think you need to speak with?
Given that most people already have the data of who they ‘hypothesise’ they need to speak to (whether it’s LinkedIn or otherwise), would you not ask for your prospect by name when speaking to the gatekeeper, then go into the cold calling framework once you’re through to who you think you need to speak with?
Sure, but if I’m selling medical devices, sometimes the budget holder is a surgeon, sometimes the theater manger, sometimes everything goes through procurement.
I can make a hypothesis but I need to test it. The quicker the better.
In this environment it’s worth asking the question to gather intel, even if we get blocked by the gatekeeper.
The fallback is “great, how would you advise I book 15 minutes in their calendar?”
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