The War Room
Discussion
Post

Getting Past Gate Keepers

If you are in sales you have done some prospecting throughout your career. Getting to the decision maker is half the battle. I was looking to start a discussion on some of the ways you have had success getting past the dreaded gate keeper.


Some of the things that have worked for me:

  • Saying you're calling back in for ___ instead of calling for.
  • I'm calling for ____ just following up on an email I sent over last week
  • Going the humor route, Hey ____ how are we feeling about sales call this morning?


Different strokes for different folks. Whats your favorite one liner to get through to the DM?

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ“ž Cold Calling
21
LordBusiness
Politicker
+7
Chief Revenue Officer
I love the old button pound a random extension in the directory and then saying β€œI’m sorry (person) I think I was transferred to you accidentally, can you pass me over to (correct contact) sometimes the transfer increases the answer rate.Β 
Selichimorpha
Politicker
+6
Growth Executive
I do this too! Works (almost) every time.
Captain_Q
Arsonist
+8
Sr. Account Executive
Yep!Β  Also works swimmingly:)
Captain_Q
Arsonist
+8
Sr. Account Executive
I have a whole list of tactics for getting to the DM.Β  In a case where you already know who the DM is but just can't get to them....I like to deploy the "Mr/Mrs/(whatever the nonbinary form of this is) Aloof"

Call into another department and when someone answers, act all confused as to how you ended up there and then ask to be transferred to the DM.Β  If you play this right, more often than not, that person will just transfer you through.Β  Β 

I found that it works best if you try to land in accounting or facilities, etc.Β Β 

OR I'll call super early or on lunch, hoping that someone else is covering the phones.
Hotlead
Politicker
+7
Producer
Yeah, I have played around with the method.Β  I also try the sales department its usually a fellow sales bro (or lady bro) who will shoot you over where ever you need to go.
Captain_Q
Arsonist
+8
Sr. Account Executive
Sales is definitely a good one!Β  They're usually too busy to be bothered and just send you along to the promise land!Β 
Soiboi
Politicker
+5
Account Executive, EIAS/Compliance
Oh yeah.... love this one and... it always works :)Β 
Captain_Q
Arsonist
+8
Sr. Account Executive
If you can find your way to another department it works A LOT!
TC
TCallahan
Celebrated Contributor
+4
Business Development
The , β€œwhoops, sorry John. Not sure how I got to you. I was calling for Jim. Can you transfer me and let me know the number in case I get disconnected?” Β It works all the timeΒ 
CuriousFox
WR Officer
+11
Needer of Life Alert
Call an hour before they open. C-levels tend to answer their line.Β 
Tres_Comas
Politicker
+6
Account Executive
One thing I've done recently that has really worked is after having the initial conversation with them and then trying back again the next day or later that day or whenever, I will send them a Thnks gift card. They can either accept it or not but I think it's a good way to butter them up.
Spade
Arsonist
+5
Global Business Development Manager
Best sport in the world 🌎 

I call the gatekeeper and in a rushed tone ask "Is John in yet?? - Was not sure if to call his cell in case he's in the meeting" and 9/10 times I get put through.




JuicyKlay
Politicker
+9
AM
Brilliant!!Β 
Adslanger1
Opinionated
+3
Senior Account Executive
Depends on the mood of the gatekeeper. You can detect right away. Usually with them it’s about extracting info and moving the needle so I just use my country charm. Works all the time 50%of the time.
Chep
WR Officer
+10
Business Development Team Lead
Sounding confident is key. Hey, this is "X" with company calling for "Prospect". Doesn't always work but have gotten past a lot of gatekeepers just pretending to sound confidentΒ 
AutoSmiler
Arsonist
+7
SDR
"You shall not pass!"Β 
Selichimorpha
Politicker
+6
Growth Executive
I always ask the gate keepers how they're doing, chum it up, if you're nice enough sometimes they give you a cell phone. Otherwise, it just makes it easier to get through to the DM next time you call
0to100
Account Executive, Platforms
my favorite strategy is to draft a message for my manager/leadership to send to my stakeholders manager/leadership. Because I'm not the one sending the email, my stakeholder never feels like I went above their heard. Rather, my leadership says they've heard great things about our progress, want to connect to see how to build on the partnership, and in that call, usually identity from the User's leadership team the exact decision makers we need to start looping in.
airpistols
Account Executive
I try to sound like an entitled boomer executive that got a note landed on their desk by their assistant.Β 

Example:

"Hello, Acme Services, how can I help?"
"Is *prospect's first name* in?"
"I'll check, who's calling?"
"*My first name*"

They usually ask where I'm calling from (I say the city/country rather than my company) or why I'm calling (I say I got a note to call which technically I do in my CRM).

If they say what's the note regarding I say "I don't know yet"

Usually, they'll just transfer me just to get out of the awkwardness. Luckily, I have a generic name.Β 

If they say they're not in, I ask when they'll be back and say I'll call then.

I stole all this from Benjamin Dennehy. It's awkward AF at first but it works for me.
cw95
Politicker
+6
Pricing Executive
One thing I find works is making them laugh prior to asking to speak to someone. I usually use this technique even though it's bullshitΒ 

10:00 Am and you call, 'Good Afternoon, oh my bad it's only 10:00 Am, wow it's been a long day already hasn't it, I mean Good morning!'Β 

Usually get a chuckle and they will agree and put you through. Not a science fact though.Β 
cw95
Politicker
+6
Pricing Executive
'Sorry, I know this is the generic sales number on your website but I was wondering if you could help me...for a bit of context we do, like, kinda, X, and we usually speak to this role or that role, are they around?'Β 
chubbspeterson
Politicker
+5
Business Development
When the gate keeper asks, "who is this", I've found it surprisingly effective to say this is "name, with company, how are you?" and something about the "how are you" disarms them and they almost always pass me through immediately.Β 
28
Stop sending pricing over...that's a great way to get ghosted
Discussion
40
3
Best email to get a client back onboard who has been ghosting you?
Advice
9
1
Getting past the "no"
Question
10