You have a great meeting with a prospect and then you call.
In the call you are asked to send a brochure.
You don’t hear anything.
You call and get through to the gatekeeper.
“He is out until tomorrow, may I take a message?”
You hesitate, decline and say you will call back.
There is a voicemail system and you leave a message and there is no response.
You do the same thing a week later.
Expect people to be busy or out or “not available”.
Don’t deal with voicemail systems…deal with secretaries where you can. Build your dialogue with the secretary, treat her properly, she can provide you with information and help. Her principal job is to serve as a gatekeeper.
REMEMBER THOUGH!
Gatekeepers let people in as well as keeping them out.