Podcast episode
Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
30 Minutes to President's Club30 Apr 202431 min
Description
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So if you are prospecting during a certain time and somebody throws a, hey, let's do a team meeting during this time, tell them, I'm sorry, I can't attend. That's my prospecting time. And you defend it as if you're meeting with a client or a prospect. Number two, when you encounter a gatekeeper, you got to break the ice. Don't neglect the gatekeeper. “If I'm talking to you, Nick, hey, Nick, it's Chip, is Jen in by chance?” I was reaching out because I was told she's the person to talk to about this, but maybe you can help me. Or is that the person who handles it? Is it her? Is it someone else? Then if they block you still, make sure you break the ice. Mine is, hey, can you let her know that Chip called? And sometimes people don't understand my name and sometimes they think I even say a bad word sometimes.
Come into my office, let's meet. So you walk in, you show up in their office. How do you manage, run, navigate that interaction? That interaction's the same way that I would run any sort of disco call interaction too is if I get them in the room, it's like, hey, I do appreciate your time. Thank you for doing this. Really what this call is about “is for me to better understand what you do,” what your needs are, what your wants are. And then at the end of this, we can decide if it even makes sense to take the next step. So I'll go ahead and let them know in the very beginning, I don't have any expectations that this is gonna turn into a sale. My expectation is I need to learn about your business. Give me some advice. I may ask for some advice. It may not be a fit for us, but I'm calling on other companies like yours.
Give me some advice. I may ask for some advice. It may not be a fit for us, but I'm calling on other companies like yours. What are some things that I would really need to understand about the way that you guys do business? So that's how I would manage that meeting is, hey, I'm really trying to understand more about what you guys do here, where you have any gaps. So I ask the, hey, if there is one thing you could fix “about your current system, what would that be?” Or what's your favorite thing about Insert Competitor here? What do you really, what do you think they do really well? And then you start to figure out that, and then you go, oh, that matters to you? Why does that matter to you? Help me understand what that does for your business by having that sort of insight. And then one really tactical question,
So I ask the, hey, if there is one thing you could fix about your current system, what would that be? Or what's your favorite thing about Insert Competitor here? What do you really, what do you think they do really well? And then you start to figure out that, and then you go, oh, that matters to you? “Why does that matter to you?” Help me understand what that does for your business by having that sort of insight. And then one really tactical question, how often are you able to know in advance if they're using a competitor of yours? Is this information you're finding out on the call or before the call? And if so, how in both scenarios? It's a combination. In our CRM, typically someone has reached out to them
and then you go, oh, that matters to you? Why does that matter to you? Help me understand what that does for your business by having that sort of insight. And then one really tactical question, how often are you able to know in advance if they're using a competitor of yours? Is this information you're finding out on the call or before the call? And if so, how in both scenarios? It's a combination. “In our CRM, typically someone has reached out to them” before in the past and they put that information in there. And then we even run lists sometimes based on competitors if we know that, hey, we just won two or three deals against this competitor. And the reason that we won those two or three deals is because they were falling short on customer service.
You still have to be very tactful with how you approach that. You can't go, oh, I've heard you've been having a lot of problems with this competitor of mine. I'm sure you're experiencing some of them too. I would go in that more with, hey, the reason I'm reaching out is because you spoke to somebody on our team in the past. In passing, you mentioned that you had this incumbent carrier “is that still the case?” I'm not even gonna dive into it yet. Is that even still who you used? And I'll find that out then. Sometimes if it's a disco call, but we're usually trying to find that out as early as possible in the process because of the business that we're in and we sell contracts, most of our contracts are pretty ironclad out there. If they break a contract, they're normally gonna have to buy out of that contract too.
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