Getting Past the Gatekeeper: The Secret to Sales Success

Ever feel like the gatekeeper is standing between you and your next big deal? You’re not alone.

Ever feel like the gatekeeper is standing between you and your next big deal? You’re not alone. According to a Harvard Business Review study, 90% of sales reps say they struggle to get past the gatekeeper when trying to reach decision-makers. But here’s the thing: the gatekeeper doesn’t have to be your enemy—in fact, they can become your biggest ally!

In today’s fast-paced business world, every interaction counts, and the gatekeeper holds the keys to valuable conversations. If you want to increase your chances of success, you need more than just persistence. You need strategy. This blog covers some proven techniques that will not only get you past the gatekeeper but also build valuable relationships along the way.

Let’s dive in and unlock the secret to transforming gatekeepers into partners, not obstacles. Because once you're in, you're one step closer to closing that deal!

Name-Drop Your Way Through

When approaching a gatekeeper, don’t stop after asking for one person. Many sales reps make the mistake of giving up after a single 'no'. Instead, ask for multiple contacts. Name-drop key people in the organization—if one isn’t available, another might be. This keeps the conversation going and increases your odds of getting through.

Build a Relationship With the Gatekeeper

Gatekeepers are people too. Take the time to get to know them. Learn their name, ask how long they've been with the company, and show genuine interest in what they enjoy about their job. The more rapport you build, the more likely they’ll be to help you out. Even if it’s just a casual chat, building trust with them can pay off big time down the road.

Ask for Information

If you can’t get through, don’t leave empty-handed. Ask the gatekeeper about the best time to catch the person you’re looking for. A simple, “What time is the administrator typically in?” can give you the insight you need to plan your next visit more strategically.

Time Your Visit Right

Timing is everything. One effective strategy is to show up early—before the gatekeeper starts their shift. This gives you a chance to walk in and speak with key decision-makers directly. You’ll be surprised at how often this tactic works, especially if the gatekeeper isn’t yet on duty.

Request a Tour

Sometimes, the best way in is through a different door—literally. Ask the gatekeeper for a tour of the facility. Not only does this give you a reason to be there, but it also might lead to introductions to the very people you’ve been trying to reach. Tours can be an excellent opportunity to get face time with key decision-makers while also demonstrating genuine interest in their operations.

By using these actionable strategies, you’ll not only get past the gatekeeper but also build the kind of relationships that open doors for future success. It’s time to rethink how you approach this role. After all, the gatekeeper doesn’t have to be a barrier—they can be a bridge to your next big deal!