Getting past gatekeepers – it’s a common problem for sales reps in big companies. You want to speak to the CEO but you have to talk to their assistant first. These assistants are trained to keep people like you away. They’re good at it and can tell when someone is trying to sell them something.

There’s no easy trick to get past them and talk to the person you want to. However, there are some things you can try to make it more likely. Let’s take a look at some tips to help you get past the gatekeeper and talk to your prospect like a pro.

Getting Past Gatekeepers in Sales

In sales, gatekeepers are the people who control who gets to speak to the CEO. They’re usually assistants or receptionists who handle calls and appointments for the bosses.

Getting past gatekeepers are important because they decide whether salespeople get through to the bosses or not. They filter out sales calls they think are not important or might be spam. They also decide who gets to talk to the bosses first based on how they know the salesperson.

To get passed gatekeepers, salespeople need to be friendly and respectful. They should understand the gatekeeper’s job and not waste their time. Building a good relationship with gatekeepers can really help in making sales.

So, it’s crucial for salespeople to know how to deal with gatekeepers because they can make or break a sale.

Getting Past Gatekeepers: Expert Advice For Calling Cold Leads

Here are some simple tips for getting past gatekeepers:

1. Be polite and gain their trust
2. Tell the truth (mostly)
3. Don’t try to sell to the gatekeeper
4. Call other people who work with your prospect
5. Try reaching out to a different department
6. Use the excuse of needing information
7. Call when the office is closed
8. If nothing works, try messaging a chatbot instead

1. Be polite and gain their trust

Remember, gatekeepers are just doing their job. Treat them with respect and value their time (just like you would with your prospect.)

Knowing more about the company and the gatekeeper can help you make a connection. Look them up on LinkedIn. Do you have anything in common? It could be a good way to start a conversation. Also, when you want to speak with the CEO, check out their profiles. Use what you learn to show the gatekeeper that you understand what matters to them and that your solution can help.

You can also check the company’s social media. Did they recently get funding? Congratulate them. Did they get new leadership? Show your excitement for the changes they’re bringing.

When getting past gatekeepers, always remember to be polite. Say thank you, use their name, and remind them that you appreciate their role. Good manners can help you build a relationship with them.

2. Tell the truth (mostly)

Gatekeepers are smart and can spot tricks easily. It’s better to be honest with them. Tell them confidently that you are reaching out to speak with the CEO and provide them meaningful solutions.

Let them know it’s a cold call about your solution and that you’re not trying to sell them something irrelevant. Ask if your prospect usually sets aside time for cold calls. Even if they don’t, your honesty might make the gatekeeper more willing to help.

If you need to bend the truth a little, make sure you have proof. For example, to speak with the CEO send them an email saying you’ll call them the next day. Then, when you call the gatekeeper, mention the scheduled call.

Staying friendly and confident will help you getting past gatekeepers. If they ask if it’s a sales call, be honest. Let them know you believe you can help their company and you’re calling because of that.

3. Don’t try to sell to the gatekeeper

When the gatekeeper asks, “What’s this call about?” don’t start selling right away. Remember, gatekeepers aren’t the ones you’re trying to reach and they’re not interested in what you’re offering.

That doesn’t mean you should end the call quickly. Mention any previous contact you’ve had with the decision-maker and try to get more information before you speak with the CEO. Ask about the best time to call or even check if you’ve got the right email address.

4. Call other people who work with your prospect

These days many offices are working remotely.  So, getting past gatekeepers becomes especially difficult. They have a good reason to turn you away. If you keep hearing, “I can’t transfer you because so-and-so is working from home,” try reaching out to your prospect’s coworkers instead.

Try to contact people around the person you want to talk to. If you’re targeting a specific type of customer, there are likely others in their department.

Whether you’re upfront about it saying, “I want to talk to this person,” or you’re a bit sneaky, like “Oops, I thought this was their number, can you connect me?” – it works.

This trick often gets you the names, email addresses, and even phone numbers of decision-makers. In the process of getting past gatekeepers, you might even get them into becoming supporters to help you speak with the CEO.

5. Try reaching out to a different department

Keep in mind, not all departments or people you’re trying to reach have gatekeepers. Human Resources (HR) is a great department to try if you’re having trouble finding someone’s contact details. They usually know everyone in the company. If you can’t find a number anywhere else, try giving HR a call.

Another friendly department to reach out to is Sales. Salespeople are usually happy to chat on the phone. If you build a good relationship with a salesperson, they might give you a phone number or even refer you to someone else who can help.

6. Use the excuse of needing information

Here’s one of our most successful tactics for getting past gatekeepers during cold calls (it requires some effort to follow up, though.)

By involving prospects in your content strategy, not only can your marketing team create more useful articles, but it can also help sales reps get closer to their target. For instance, you could start a content series called “Best Practices From [Your Ideal Customer]” where you ask key questions to gather insights.

Just start with a Google Doc and a few questions. Then, reach out to your prospect via email or LinkedIn, asking them to share their insights. Later, you can use this as a reason to call the decision-maker:

You: “Good morning, may I speak with [decision-maker] please? This is [your name].”

Gatekeeper: “What’s this about?”

You: “I’m supposed to have a quick interview with him for an ebook called ‘Top Tips From [Their Role].’”

Gatekeeper: “They’re in a meeting.”

You: “No problem. We have a tight deadline for our article. Do you know when they’ll be available? I’m happy to wait.”

This tactic is also helpful for transitioning from chatting with a supporter to establishing a connection with the decision-maker. Creating useful content and building trust with potential customers are added benefits of this tactic for getting past gatekeepers.

7. Call when the office is closed

To speak with the CEO and simply avoid the gatekeeper, try calling before or after regular work hours. Decision-makers often come in early or stay late at work.

For emails, consider scheduling your message to arrive in their inbox on Saturday morning. Many executives check their emails on their day off before they start their weekend.

You might want to save this strategy for after you’ve tried all your other methods or if you haven’t been able to get past the gatekeeper. Remember the success of this tactic will depend on the industry you’re calling and their typical work hours.

8. If nothing works, try messaging a chatbot instead

Chatbots are great for businesses because they help turn people who visit websites into customers. However, here’s the better news – they can also help getting past gatekeepers and turning potential customers into real ones.

Usually, the marketing team handles the chatbot. They might not be as strict as gatekeepers. You might have better luck talking to them.

Give it a shot and see if the chatbot can help you. Maybe you’ll even make a new friend and learn more about the person you want to talk to.

Conclusion

Getting through a gatekeeper might be hard but it’s doable. If you use these calling methods, you’ve got a good chance of reaching the people who make the decisions. Getting past gatekeepers should be no problem if you are being friendly and respectful, understanding what gatekeepers do, and showing how they can help. If they keep trying and don’t give up, you can speak with the CEO and make deals happen.

It’s important to be patient, caring, and persistent. Building relationships is key to making business opportunities happen.

Need help getting passed the gatekeeper to increase your sales? Contact AIM today!