Getting Past the Gatekeeper

All high-flyers will have a gatekeeper. When you want to speak to a senior company figure, you will almost always be forwarded to their receptionist, secretary or assistant.

The role of the gatekeeper is to protect these VIPs from unsolicited calls, including sales calls, and it's worth remembering that they have both the trust and the ear of the person you wish to speak to.

In order to get past the gatekeeper, there are five key things you must do. The first is to be respectful. If at first they decline to put you through, it is simply because they are doing their jobs. Becoming impatient won't help your cause.

The second is to be confident. Never let anxiety and tension show in your voice. Have notes to hand before you pick up the phone so you know what you need to say. Try to smile while you speak - it creates an air of relaxed confidence.

The third is to be honest. Gatekeepers are experts in weeding out what they see as 'nuisance callers', so tell them the reason for your call straight away.

Fourthly, don't sell to them. The gatekeeper is not the one who needs to hear your pitch, and they may not take kindly to the tone. Instead, you could try emailing a sneak peek to the VIP you want to reach, in the hope that is enough to pique their interest.

Finally, ask to leave a message. If the gates are still barred by the end of the call, then asking to leave a message is the best solution you can reach for.

You may not be successful on every occasion, but follow these five strategies and you stand a better chance of having that all-important conversation.