3 Tips to Get Through Gatekeepers

Author: Bradley B. Watkins

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Gatekeeper- an attendant at a gate who is employed to control who goes through it. a person or thing that controls access to Decision Makers.

Now that we have defined the role of a gatekeeper, here are 3 tips to move through them:

1. Introduce yourself and get the gatekeeper’s name before you ask for anything else.

-       Most sales reps will skip this step and directly ask for the Decision Maker.  Addressing gatekeepers by name will build professional rapport and allow easier access to Decision Makers.

-       If the first point of contact IS the Decision Maker, you will be able to address them by first name.

i.e. “Good morning, my name is (your name) with (your company), who am I speaking with this morning?”

2. Assume the 1^st point of contact to be the Decision Maker.

-       Many sales calls reach a Decision Maker without even knowing it.

-       Assuming the 1^st point of contact IS the Decision Maker will increase Right Party Contact(RPC) significantly.

i.e. “Who am I speaking with this morning? “

Once the name is provided……

“(Their Name), are you the (insert title) i.e. business owner, CFO, Sales Director, etc…?”

3.  Have a purpose and make it known!

-       Create a purpose statement and use it!

-       A gatekeeper should NEVER have to ask, “Why are you calling again?”

-       Be ASSERTIVE and CONFIDENT! State the purpose of your call with all the CERTAINTY in your bones!