“If it’s a receptionist or an assistant, they have so much power in how the decision-makers’ day-to-day looks, so lean into that. If they’re not in a rush to get off the phone, take some time to ask how their day was and get to know them.”
It may seem simple, but treating the gatekeeper like a human being is an important tactic when it comes to reaching out to executives. And it's also the right thing to do.
“I find that when you do this, gatekeepers usually open up a little more and are more willing to give information about when you should call back or the best way to reach out to the decision maker.”
Name: Disconnect a connection
First, she suggests, “Name someone they likely know (like someone in your sphere or someone who works for a larger brand). When I meet with gatekeepers and use this approach, I would say something like, ‘Oh, I’ve been working with John Doe in your market, who [the decision-maker] knows about. I wanted to get connected, can you put me in touch to help make that happen? ’”
Alternatively, if you don't have a strong connection it directors managers email lists with the decision-maker, consider how you might name a publication related to their work.
As they advise, you could say something like, “‘I’ve been reading/listening to/watching some of [decision makers’] recent work, and as a speaker at several industry publications, I’d like to connect to discuss these topics further. Can I speak to them about it now, please? ’”
It doesn't hurt to do your research. The more you know about the decision-maker, the easier it will be to connect on a personal level with the gatekeeper and prove that you're not a cold caller.
A senior account executive told me that it is critical for sales reps to be polite and exude confidence when speaking to a gatekeeper.
It may sound simple, but in practice, it's a bit more challenging. Maybe it's the end of the month and you still haven't met your quota. As a result, you may seem exasperated or frustrated when talking to a gatekeeper. But that's not what you want.
Instead, make sure you sound respectful and polite. It's not fair to pass on your stress to the gatekeeper, they are doing their job too.
Don't use the decision-maker's last name.
One BDR believes the key to beating the gatekeeper is to sound confident on the phone. He also told me he's had success by asking for the decision-maker's name alone.
