If necessary, you may need to take the gatekeepers “out of the action” by challenging them with a situation or question that they can’t handle, or one that they do not want to take the risk with.

For example:

“This is about fuel savings. Are you familiar with this?”

“Do you pay the gas bills?”

If the owner (decision-maker) is not available, you should find out two important pieces of information:

1. When is the best time (or day) to catch him in

2. Get a name so you’ll be able to ask for him and address him on a personal level when you do connect

The Gatekeeper

• Treat them with respect with your words and your voice

• Don’t speak too quickly. It can sound like a “canned pitch”

• Use the gatekeeper’s name, but don’t overuse it

• Use the correct pronunciation of the Decision Maker’s name

• Sound confident; speak with authority, but not arrogance

• Giving your name, company and the purpose for your call in one sentence is generally not as effective as just saying your name and company first. The gatekeeper may not ask for more. Giving all the information at once could give them a reason to screen you out as just another sales pitch. If they do ask for more information, they’re more likely to really hear you