NOTHING LEFT TO LOSE

Recently, I spent a little one-on-one time with a colleague who was having trouble with a gatekeeper.

Now, personally, I think gatekeepers are great. They can be a tremendous ally if you get them on your side. Respect and straight-forward conversation are usually the best strategies for making friends with them.

But in this case, my friend had been stopped cold when, after hearing a little bit of the pitch, the gatekeeper told her, “I know (the decision-maker) is not interested in that.”

When something like that happens, you might as well have a little fun and respond with something like, “What? You honestly mean to tell me your company isn’t interested in cutting expenses or making more profit?” Or you might answer, “I’m sorry. I had no idea your firm is a non-profit organization!”

Yes, I know...that’s a pretty bold move. Not everyone will feel like they can pull off a conversation like that.

But honestly, you’ve got nothing left to lose. If it doesn’t sound like you are going to get the business anyway, you might as well bust out a little humor.

Who knows? Making the gatekeeper chuckle might be the key to getting them to be a little less defensive.