Negotiating with Gatekeepers and Influencers
As a salesperson, you may often find yourself in a situation where you need to negotiate with gatekeepers and influencers to get access to decision-makers. Gatekeepers are individuals who have the power to grant or deny access to decision-makers, while influencers are individuals who have the power to influence the decision-making process. These individuals can be extremely challenging to negotiate with, but they can also be key to your success in winning a deal. In this article, we will explore effective strategies for negotiating with gatekeepers and influencers.
1. Do Your Research
Before you begin negotiating with gatekeepers and influencers, it is important to do your research. This will help you understand their motivations, interests, and concerns. It will also help you tailor your message to better meet their needs. Research can be done through a variety of sources, including social media, online databases, and personal connections. The more information you have about your gatekeeper or influencer, the better prepared you will be to negotiate with them effectively.
2. Build a Rapport
Building a rapport with the gatekeeper or influencer is essential to gaining access to decision-makers. This can be done through simple acts of kindness, such as sending a thank you note or offering a small gift. It is also important to show an interest in their lives and work. Finding common ground or shared interests can help build a connection and make negotiating easier. Remember, it is essential to build trust and rapport with every person you encounter, even if they are not the decision-maker.
3. Demonstrate Value
The gatekeeper or influencer wants to know why they should grant you access to the decision-maker. You need to demonstrate the value you can offer, either through your knowledge, expertise, or experience. Be specific about the benefits that your product or service can offer, and how it can meet the needs of the decision-maker. Your message should focus on how your solution can help solve the problem that the decision-maker is trying to solve.
4. Be Persuasive
Negotiating with gatekeepers and influencers can be challenging, and you need to be persuasive to make your point. This means being confident, clear, and concise in your message. It is essential to use facts, figures, and examples to support your argument. Use language that is easy to understand, and avoid using jargon or technical terms. Being persuasive also means being persistent, without being pushy. It may take several attempts to gain access to the decision-maker, so be patient and persistent.
5. Understand Their Perspective
It is important to understand the perspective of the gatekeeper and influencer. What are their priorities, needs, and goals? What are their concerns and objections? Understanding their perspective will help you tailor your message to better meet their needs. You may also be able to uncover opportunities for collaboration or partnership. Understanding their perspective also means being respectful of their time and resources. Be clear about what you are asking for, and be mindful of their busy schedules.
6. Follow Up
Following up is essential in any negotiation, especially with gatekeepers and influencers. It is important to maintain the connection you have built and keep the lines of communication open. Following up can be as simple as sending an email, making a phone call, or scheduling a meeting. It is important to check in periodically, even if you have not yet gained access to the decision-maker. This demonstrates your commitment to the relationship and your desire to work collaboratively.
Negotiating with gatekeepers and influencers can be challenging, but by following these strategies, you can increase your chances of success. Remember to do your research, build a rapport, demonstrate value, be persuasive, understand their perspective, and follow up. With these tools in your tool kit, you can navigate the gatekeepers and influencers to get access to the decision-maker, and win the deal.