---
tags: A2, 02, Prospecting
---
# Getting past the gatekeeper
In a perfect world, you would get your dream customer on the phone directly, free to start following your calling script. Too bad we don't live in a world like that, right?

The reality is, the higher up your decision-maker in the organizational chart is - think CEOs, CFOs, Vice Presidents - the more likely it is that they have someone that helps them manage their schedule. These may be executive assistants, secretaries or merely the front desk of the company's headquarter (HQ). This is very common if you do not have direct phone numbers for your contacts but only the general ones listed on the company's website.

**We call these gatekeepers, and you will have to learn how to get past them.**

Let's have a look at how to do that.

<div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/b436ec29c0ff4a94bf9d7d8ad9ec05b4" frameborder="0" webkitallowfullscreen mozallowfullscreen allowfullscreen style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div>

&nbsp;

Here is our summary of DOS and DONTs:


## Tip: Getting past the gatekeeper in a remote world

Especially since COVID19, due to the proliferation of remote working, we have observed that decision-makers are increasingly difficult to reach if you do not have a direct phone number.

In this case, try an alternative channel and make the gatekeeper your ally!

Try something like this:

> Gatekeeper: "(Name of company), this is Sally speaking. How may I help you?"
> You: "Hey Sally, this is (your name) from (your company) and I need your help." (make sure your intonation goes down at the end of the sentence.)
> Gatekeeper: "Sure, what is it?"
> You: ... (fill in the blanks)
>
You may explain that you want to connect with the right person to talk to on team XYZ as your company wants to help them with ABC or you may ask for a direct phone number for a specific contact.

The key here lies in asking for help. In creating rapport and a personal connection, almost nothing is as effective as showing vulnerability (you needing help). This usually creates a bond and makes it more likely for the other person to help you.

<style>

body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer {
display: none !important;
}
</style>