To Whom Am I Speaking?
Remember their names.
Early in my career, I spent much time earning the right to speak to decision-makers in companies by investing the time to get to know the receptionists — at least by their names. While I hear many salespeople say that the receptionist is the gatekeeper, what I’ve discovered is that the receptionist is also the gate opener.
After many years of calling on an accounting firm client of mine, I finally asked the friendly and pleasant receptionist why she never gave her name out when she answered the phone. She said it was because most of the people who called her were nasty and self-centered. If they didn’t get the information they wanted from her, they wouldn’t give her the time of day.
What many new salespeople fail to realize is that receptionists have a very difficult and busy job. They take numerous calls, all day long, that are rarely for them. Perhaps that’s why they appreciate when someone takes the time to be pleasant and polite when they call in and treat them with respect.
This shouldn’t require any extraordinary efforts to do; it’s just common decency. Isn’t that the way you want to be treated? I believe it’s fair to say that I wouldn’t have half of the clients I have today had I not been respectful, polite, and professional when dealing with the receptionist, spouse, or first point of contact when introducing myself to a new prospect.
If you don’t already know this, receptionists remember when someone treats them disrespectfully. Fortunately, the reverse is also true. If you demonstrate courtesy and kindness when speaking to the person answering the phone at a new company, you just might help yourself to reach your intended decision-maker by creating an ally at the front desk.
“The sweetest sound to anyone’s ears is the sound of his own name.” – Robert C. Lee
This excerpt is taken from the seminar entitled Anyone Can Sell II: Prospecting for Gold! I encourage you to click here to register for the exclusive live Zoom presentation of Anyone Can Sell II: Prospecting for Gold! on Thursday, February 9, 2023 from 9 AM to 12 noon Eastern Standard Time.
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