Getting past the gatekeeper

January 8, 2013


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Getting past the gatekeeperAs sales technologies and processes are coming of age, BuzzBoard technology from vSplash is playing a key role in transforming the role of the sales rep.  Initial trials of the integrated local media sales tool have shown that apart from delivering what it is contrived to (precise data is awaited), BuzzBoard has also helped reps get past their gatekeeper friends.

 

 Traditional scenarios

1.  Rep:  This is regarding a website and other internet marketing products for your organization. Can you put me through to the right person?

Likely gatekeeper reaction:  Yawn… we already have a website.

2. Rep: This is about increasing your sales through online marketing.  Can you put me through to the right person?

Likely gatekeeper reaction:  We already have a website and also a Facebook profile.

 

BuzzBoard assisted gate-passes

 

1. Rep:  I see your company has a web presence, but I have data that shows that your competitor Total Locksmiths is leveraging the web better to get more sales.  Can you put me through to the right person so I can share the comparative data and analytics and we can go from there?

Likely gatekeeper reaction:  Here you go.

2. Rep:  I just conducted an online presence audit for your company, and interestingly, your company has a fairly   good digital score though there are a few opportunities for improvement.  If you can put me through to the right person, I can share and explain the audit report, it’s free by the way… and we can mull over it further.

Likely gatekeeper reaction:  Here you go.

3. Rep:  My audit report for your company’s online presence indicates that your website is not optimized for mobile viewers.  A-To-Z Plumbers is your competitor, am I right?

Gatekeeper (is surprised):  Yes! How did you know that?

Rep:  Well, I also happen to know that A-To-Z Plumbers have a mobile website… (smiles).  In any case, can you put me through to the person in-charge of this, so we can go over the comparative audit reports in detail and figure out what we can do?

Likely gatekeeper reaction:  Here you go.

This is how, depending on the situation, the rep can present a customized nugget from the BuzzBoard analyses, to get past the gatekeeper.

 

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