{"id":4781,"date":"2025-10-27T14:50:16","date_gmt":"2025-10-27T13:50:16","guid":{"rendered":"https:\/\/www.leadforensics.com\/?p=4781"},"modified":"2026-03-19T12:10:11","modified_gmt":"2026-03-19T11:10:11","slug":"the-dos-and-donts-of-getting-past-the-gatekeeper","status":"publish","type":"post","link":"https:\/\/www.leadforensics.com\/blog\/the-dos-and-donts-of-getting-past-the-gatekeeper\/","title":{"rendered":"Tips For Getting Past the Gatekeeper"},"content":{"rendered":"

Matt shared his advice in a webinar on the very same topic<\/a>, when he revealed how tactics like strategic prep, LinkedIn hacks, respectful persistence, and multi-threading, will help you to level-up your sales game.<\/p>\n

Why are Gatekeepers Important?<\/h2>\n

Some gatekeepers are there to protect their bosses\u2019 time. For example, part of an executive assistant\u2019s role could be to\u00a0remove as many distractions as possible, which unfortunately includes most cold calls.<\/p>\n

But in B2B sales<\/a>, you might encounter other people who want to keep you away from a decision maker despite it not being part of their job.<\/p>\n

\u201cWhen we refer to a gatekeeper, we\u2019re actually talking about two personas,\u201d\u00a0Matt explained.<\/p><\/blockquote>\n

So, while both types serve as guardians, it\u2019s important you understand which type you\u2019re facing so you can choose the right tactic to get past them.<\/p>\n

Two Types of Gatekeepers<\/h2>\n

The traditional gatekeeper is often an administrative assistant or receptionist who manages a senior executive\u2019s calls and calendar. Their job is to\u00a0filter distractions\u00a0for busy executives by fielding calls and limiting who gets through.<\/p>\n

The second type is a\u00a0relationship gatekeeper. This internal contact, for example a lower-level manager or champion, typically\u00a0controls access to higher-ups\u00a0during a deal. You\u2019ll come across this kind of gatekeeper if you\u2019re speaking to someone who isn\u2019t the decision maker, but they\u2019re not helping you build that connection.<\/p>\n

Tip 1: Research Before the Call<\/h2>\n

Before you even pick up the phone, preparation<\/a> can give you a\u00a0superhero edge on your cold call<\/a>.<\/p>\n

You\u2019re most likely already used to researching the business and prospect, but don\u2019t forget to research the gatekeeper, too.<\/p>\n

On LinkedIn Sales Navigator (or similar tools), you can often identify who the executive\u2019s assistant is and gather little details about them. Matt suggests finding details like\u00a0how long worked been there, where they went to college, if they posted recently, or even personal interests like their kids\u2019 sports, just so you have something to talk about and be relatable.<\/p>\n

This prep work arms you with conversation starters or common ground that can humanize your approach. For example, a quick comment about a shared alma mater or a congratulation on a recent company milestone can turn a cold interaction warm<\/a>.<\/p>\n

The key is to\u00a0be genuine. Matt advised:\u00a0\u201cBe relatable, be polite. Don\u2019t lie.\u201d.<\/p><\/blockquote>\n

By doing your homework, you\u2019re no longer a random cold-caller; you\u2019re a friendly, informed voice who\u2019s done the due diligence, which can earn a gatekeeper\u2019s respect and help you stand out from the dozens of other calls in their day.<\/p>\n

Nail Your First Impression: Tone and Script Matter<\/h2>\n

When you do get a gatekeeper on the line, first impressions<\/a> are everything. They will almost invariably ask three things:<\/p>\n