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"How do I get past the gatekeeper when calling for an appointment?" is a question I often hear. At a sales training session presented by a SCORE member, his response was less than satisfying and probably a bit dated. He advised us to send a female gatekeeper flowers and a male gatekeeper a bottle of Crown Royal.  I am NOT making this up!
 
Since this can make or break our ability to get in front of decision makers, I made it this week's research project.
Today I'll share ideas about the gatekeeper in particular. Next time I'll offer thoughts on what to say (or not say) to them. So when dealing with the gatekeeper, keep these ideas in mind:
 
Treat them well. It's a BIG mistake to think they have no time, judgement or influence. Courtesy and respect will open many doors for you. Be warm and friendly.
 
Know their name. You want to make this a personal conversation, so if they answer the phone with their name, take note of it. If they don't and you don't already know it, ask them. Write it down when you first learn it, and use it every time you call. 
 
Ask for help. The more you engage the gatekeeper, the better. Asking someone for help usually makes someone feel important. It's hard for most people to turn down a request for help. 
 
Recognize they are a great resource. While you may think their primary role is to screen you out, a good assistant's real role is to find potential value for their boss or company. Assistants offer unique insights that can be valuable to you.
 
Know why you are calling. We have a tendency to talk too much, both in person and with gatekeepers. We hope if we say enough, something will be magic and what we want will happen. Be ready to answer that question, "What is this about?"  Pre-plan your approach, don't wing it.
 
Have the right mind set to show authority. You have to believe you will get through. This confidence will show up in your voice (versus fear or discomfort) making you sound like a peer or expected call. One general rule I read was senior people speak more slowly - so pay attention to things like your pace, tone and pitch.
 
I'd love to hear any tips on mindset and the gatekeeper. Next time – things to say or not say.
To Your Success!
Jennifer Leake signature

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