What’s a Gatekeeper and how to handle it

The gatekeeper is typically a receptionist or an executive assistant who is trained and responsible for keeping a key decision-maker from being bothered by irrelevant callers.

Taking care of a gatekeeper

• Win the gatekeeper over, they are not the enemy, they do their job and it’s yours to begin to build the relationship of trust with this person
• Ask his/her name and use it, they are a person, an important person
• You will definitely need several contacts to obtain a positive answer and you must always be polite, and stay motivated and in a good mood
• Value the role of the person. Ask questions about the activity and the problem they may have.
• You can also directly ask for help to this person
• Don′t give up!. Remember the five minimum interactions required between at least call and mail