5 Key Strategies to Get Through Gatekeepers Confidently.

One of the most frustrating aspects of trying to speak to a key decision maker about your product or service is the inability to get through to the right person, otherwise known as a ‘gatekeeper’. Therefore, you need to master this 'skill', which is often overlooked.

In this week's edition, I'd like to share five key tips to help increase your chances of getting through.

1. Aim to Get a Contact Name Before You Make Contact

If you are calling existing customers or prospects where you have a name, you'll find this will increase your chances by 40%. Someone who sounds like they know who they want to talk to always opens doors much quicker.?

For example, saying:

- "Good afternoon, can you put me through to Steve Walker, please?"?

- or simply, "Steve Walker, please."

Use LinkedIn and Google and spend time trying to find the right name. Remember to click the NEWS TAB on Google to see if there are any news articles, (which includes contact names) about the organisations you want to call.

Even starting with an influencer's name, whom you then approach to see if they can signpost you to the right person, can speed up the process.

2. Build Rapport With the Gatekeeper

Gatekeepers aren’t intentionally difficult, they are individuals doing their job. Treat them with respect and courtesy. Be friendly and use their name in the conversation to create a personal connection. Simple politeness and genuine interest in their role can make a big difference. They are doing their job, just like you are.

Try phrases like:

- "You’ve been very helpful. What’s your name, please?"

- or "Who am I speaking to?"

When you get the gatekeeper's name and share this when you get through to a decision maker, it 'warms' up the call. For example:

- "Steve, Sarah, your receptionist says you’re likely to be the right person to speak to about…"

3. Be Clear and Concise – Avoid Waffling!

When speaking with a gatekeeper, time is of the essence. Get straight to the point within seconds. Avoid using jargon or overly complex explanations. A concise message increases the likelihood that the gatekeeper will understand and, as a result, put you through to the right person.?

If you are asked what the call is about, do not overshare.

For example:

• “It’s about potential job opportunities…”
• “It’s about purchasing and I understand Steve Smith in the finance team is responsible for this...”
• “It’s about training and development…”

4. Be Persistent, Yet Professional.

Persistence is key, but it must be balanced with professionalism. If the gatekeeper cannot connect you immediately, politely ask for the best time to call back. Keep a positive tone and follow up as promised. Demonstrating that you are organised and respectful increases your chances of eventually getting through.?

Focus on keeping control. If asked to send information or leave a message, be careful not to just give in. Instead, be assertive and share that you’d prefer to have a chat with them before sending information or leaving a message.?

For example:

• “Although I can send an email, I’d prefer to have to have a chat with them first, so I’d be happy to call back. When would be a good time?”

Your goal is to talk to the right person, not be fobbed off.

5. If This Is an Existing Customer – Make This Clear

When contacting an organisation you have a relationship with, make this obvious very quickly to avoid them thinking this is a 'cold call.'

Use statements like:

• "You have an account with us and I’d like to speak to…."
• "You’ve had one of our students in the past. Could I speak to…?"
• "We had the opportunity to help you recruit a [named position]. Is [named contact] still responsible for…?"

By following these strategies, you can significantly improve your chances of getting through to the right person and making valuable connections.

It would be great to meet you, so in case you want a break or something specific to ask please visit my calendar link here. https://calendly.com/audreyletschat/virtual-chat

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