7 Tips to Get Past the Gatekeeper and Reach Decision Maker

Introduction

Getting past a sales gatekeeper and reaching the decision maker is a critical skill in the sales process. Gatekeepers often act as the first line of defense, filtering who gets access to decision makers. However, with the right approach, you can navigate their barriers and build connections that lead to meaningful sales conversations. Here’s how to effectively get past the gatekeeper and reach the decision maker.

1. Be Polite and Cordial

Gatekeepers are human too, and treating them with respect and kindness can go a long way. A simple gesture, like bringing donuts or showing genuine appreciation, can leave a lasting impression. Never be rude or disrespectful, unless of course you want to ruin any chance you have of getting through to the decision maker.

Pro Tip: Reciprocity works wonders—when you give a little, people are more inclined to help.

2. Leverage Specificity and Authority

Gatekeepers are more likely to let you through if you sound authoritative and specific about your purpose. Use a confident tone, mention the decision maker by name, and avoid vague statements. Specificity shows you’re prepared, and authority helps establish credibility.

Example Line: “I need to speak with [Decision Maker] regarding [specific project or topic]. Can you connect me, please?”

3. Schedule a Specific Time to Speak

If the gatekeeper won’t connect you immediately, focus on securing a time to speak with the decision maker. Politely acknowledge that they’re busy and suggest specific times for a call. Always specify a time and date; for instance, you might say, “I understand [Decision Maker] is unavailable at the moment. Would they have time on Thursday? I have 10 and 2 open.” This approach prompts the gatekeeper to check the calendar and helps you lock in a definite callback time.

Pro Tip: Suggesting specific times shows you’re professional and prepared, making it more likely they’ll assist in scheduling a call.

4. Be Strategic with Your Timing

Gatekeepers typically work regular hours. Calling earlier in the morning, later in the afternoon, or on different days can increase your chances of bypassing them and connecting directly with the decision maker. Adjust your timing strategically to catch them at an opportune moment.

Experiment: Try calling at times when the gatekeeper is likely away or off duty.

5. Build Familiarity Through Consistent Effort

Consistent follow-ups help build familiarity, turning you from a stranger into a trusted name. Over time, this familiarity can lead to smoother communication and greater trust. Show respect for the gatekeeper’s role while staying persistent. Take a moment to engage with the gatekeeper, acknowledge their hard work, and ask about them briefly—without taking too much of their time. A bit of humor can also go a long way. For example, if the decision maker is unavailable again, you might say, “Joe is out again? I’ll call back on Wednesday at 3. If he’s not in the office this time, I’m going to apply for his role if he ever quits. His schedule is amazing.” Building rapport can make them more inclined to assist you.

Pro Tip: When you’re remembered for your professionalism and consistency, the gatekeeper is more inclined to assist.

Example Line: “Could we set a follow-up for Tuesday at 11 a.m.? That way, I can ensure I’m calling at a convenient time.”

6. Leverage Referrals to Build Credibility

Mentioning a mutual connection or referral can quickly build your credibility with the gatekeeper. If you’ve worked with someone in the decision maker’s network, highlight that relationship to make it easier for the gatekeeper to trust you and connect you.

Example Line: “[Referral Name] suggested I reach out to [Decision Maker] to discuss [specific topic]. Could you help me connect with them?”

7. When All Else Fails, Go Around Them

If you’ve exhausted all other options, consider bypassing the gatekeeper. Call a different department or reach out to a salesperson within the company. Salespeople often empathize with the challenge of securing meetings and may transfer you directly to the decision maker. This approach can provide a backdoor connection while maintaining professionalism.

Key Tip: If someone helps you, find a way to return the favor. Reciprocity strengthens relationships.

Conclusion

Getting past gatekeepers is more about strategy and less about force. By treating them with respect, building rapport, and being resourceful, you can transform obstacles into opportunities. If you’ve had success breaking through gatekeepers, share your tips in the comments below or reach out to Thrive Sales and Consulting for personalized guidance. For more sales tips, follow me on LinkedIn here.