What is a Gatekeeper?
A gatekeeper is anyone who controls access to the decision-maker, executive assistants, receptionists, office managers, or even mid-level managers who screen vendor inquiries.
Gatekeeper Strategies
- Treat them as allies, not obstacles, they have influence
- Be respectful and direct, state your name and purpose clearly
- Offer value, explain what's in it for their boss
- Build rapport, remember their name and be consistently professional
- Use multiple channels, if the phone is blocked, try email or LinkedIn
Why Gatekeepers Matter
70% of cold calls never reach the decision-maker because of gatekeepers. The ability to navigate past or partner with gatekeepers is a fundamental outbound skill.
Common Mistakes
- Being dismissive or condescending to gatekeepers
- Lying about the purpose of your call
- Calling repeatedly without varying approach
How FlowStrata Navigates Gatekeepers
FlowStrata's multi-channel approach bypasses traditional gatekeepers entirely. Cold email and LinkedIn reach decision-makers directly in their personal inbox and feed, no receptionist or assistant can block a well-crafted email from landing.