Gatekeepers? They’re the dreaded hindrance between you and your insurance leads. They can single-handedly prevent you from making a sale just by saying no. Insurance agent and every sales people in general tend to not like the idea of having to confront gatekeepers. I personally know some agents who decide to call back if they happen to get a gatekeeper just to save them the time of having to go through a list of reasons why they should be able to talk to the actual decision makers. Unfortunately, what those agents don’t know is that once you get a gatekeeper on your side, you stand a much better chance of finishing of this sale and future ones. If you’d like to know more, read on.
Remember gatekeepers are just doing their jobs. Yes, they are. Gatekeepers are generally assistants, household help or kids who just happen to be answering the phone for their parents. They have their bad days too and receive just as many calls as you make. They’re expected to be nice, answer some basic questions and get the flack when they let people through. It’s nothing personal, that’s just what they’ve been made to do. Remembering those facts will keep you nice and persuade them to let you through.
Gatekeepers are our friends. An assistant who talks to their boss or employer every day is bound to have some pulling power even if it’s just to tell them that you seem to be a nice person to talk to. They serve an even better purpose in that they can prevent other agents from getting through. If they like you well enough, some are even willing to tell you who called in offering your product or from what company.
Gatekeepers make up part of your insurance marketing as well – just as the head of a corporate empire needs life insurance, so does their assistant. You can still sell to gatekeepers and this will gain you an even greater foothold with the actual decision maker you were contacting because they can express their opinion.
So there you have it. A couple of things to remember when talking to an assistant the next time and are trying to get through to a decision maker.
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