How to Get Around the Gatekeeper

Getting past the "gatekeeper" (the assistant or receptionist) is one of the biggest challenges in B2B sales. Here are some tactics for getting through to the decision-maker.

Key Principles

• Sound Important: Use a voice of authority. Don't be overly friendly or charming, as this is a dead giveaway that you are a salesperson.
• Lead the Conversation: Don't let the gatekeeper lead the conversation. Take control by giving your name and asking for the person you want to speak to.
• Be Vague: Don't give away too much information. The less the gatekeeper knows, the more likely they are to put you through.
• Send Them Back Multiple Times: The more times you can politely and confidently send the gatekeeper back to the decision-maker, the more likely the decision-maker is to take the call just to end the back-and-forth.
• Never Lie: Never give false information, but you don't have to tell the whole truth.

Example Tactic

• You: "Hi, this is [Your Name]. Is [Decision-Maker's Name] in?"
• Gatekeeper: "May I ask what this is in reference to?"
• You: "Just tell them it's [Your Name]."
• (Gatekeeper goes to the decision-maker and comes back)
• Gatekeeper: "They don't recognize the name. Can you tell me what it's about?"
• You: "Hmm. Just tell them I'm from [Your Company]. That might jog their memory."

This process can be repeated several times, with each response revealing a little more information, but never the full story. This is a key skill for executing The Six Steps of the Dream 100.