7 Rules for Talking With Gatekeepers An experienced gatekeeper is adept at screening cold calls and recognizing sales professionals who attempt to reach the decisions makers without an appointment. Here is how to get past them.

By Walter Rogers

This story originally appeared on Salesforce

Receptionists, clerks, secretaries and administrative assistants are the "gatekeepers" of business. An experienced gatekeeper is usually adept at screening cold calls and recognizing sales professionals who attempt to reach the decisions makers without an appointment. This is part of their job -- helping the decision maker to avoid interruptions and stay productive. The sales professional's best bet is to treat the gatekeeper as a potential ally rather than an adversary.

To meet with better success in talking with gatekeepers and contacting decision makers, keep the following tips in mind:

Related: How to Strike Up a Sales Conversation With Someone You Know

1. Be polite and treat the gatekeeper with respect.

Remember that they are doing their job, just like you are, and it's in their best interest to ensure that the boss is not interrupted without very good reason. Rudeness will not help you.

2. Leave a detailed message.

State the reason for your call and briefly explain why you think the decision maker would be interested. A busy decision maker is not likely to return a call from someone they don't know and who hasn't explained what they want.

3. Be truthful with the gatekeeper.

Don't claim to have an existing relationship with the decision maker if you don't, or prevaricate about your purpose. When the deception is revealed, the gatekeeper will ensure that you never get to talk to the decision maker. Besides, who wants to do business with someone who comes across as dishonest? It makes a poor impression and is unlikely to help your chances.

4. Recognize that the gatekeeper can actually help you.

This person probably knows useful information about the company that you don't know. Don't tie the gatekeeper up for too long—they have other callers and visitors to deal with—but ask a few questions while you have their attention.

Related: 7 Tips for Making a Success of That Crucial First Meeting With a Prospect

5. Make an appointment.

Dropping in without an appointment will rarely get you access to the decision maker, and the gatekeeper isn't going to put you on the calendar on the spot, either. You might drop by to introduce yourself to the gatekeeper, though—explain your purpose, leave a card, and then call the office later to make an appointment.

6. Be specific.

When requesting an appointment, give the gatekeeper a limited and specific time frame. If you let them know you only want ten minutes of the decision-maker's time, the gatekeeper will relay that information to their boss. The decision maker may be more open to taking a meeting if they know in advance exactly how much time they will need to take out of their schedule for it.

7. Take a hint.

If you are being turned back repeatedly, it is very possible that the decision maker doesn't want to talk to you and has told the gatekeeper as much. The gatekeeper may not state this outright, but if you are continually told that the decision maker is unavailable, it may be time to try another approach, like direct mail.

As a sales professional, you will sometimes find yourself interacting with gatekeepers. Remember and follow these seven rules to get better results.

Related: Why Your Sales Team Can't Close

Walter Rogers is CEO of two global Sales Performance Management consulting firms – CloudCoaching International and Baker Communications

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Business News

'Unprecedented in Our 53-Year History': Southwest Airlines Announces Its First Mass Layoffs Ever

The airline is eliminating 15% of its corporate workforce, including many in senior leadership positions.

Side Hustle

This 30-Year-Old's $6,000-a-Month Side Hustle Started Making Money 'Immediately' — But He's Not Quitting His Day Job

Derrick Mathy works in orthopedic surgical device sales and is on a mission to bring people together in real life.

Franchise

Sam The Concrete Man is North America's #1 Residential Concrete Franchise

Sam The Concrete Man franchisees have the flexibility of working from home in the high demand residential concrete industry.

Business Ideas

70 Small Business Ideas to Start in 2025

We put together a list of the best, most profitable small business ideas for entrepreneurs to pursue in 2025.

Business Models

How This Luxury Retail Store Builds 100-Year-Relationships with Its Customers

Brent Polacheck, owner of Polacheck's Jewelers, is proving that in an era of instant gratification, the art of generational relationship-building still drives retail success.

Business News

How 'Girls Trip' Producer Will Packer Went From Delivering Newspapers to Producing Billions at the Box Office: 'Everything Is Sales'

In a new interview with Entrepreneur, Packer discusses his book, "Who Better Than You?," which was released on Tuesday.