Every salesperson knows the feeling: you’ve got a fantastic offer, you know you can help a business, and you’re ready to share it with the decision-maker. But standing between you and that crucial conversation is often the formidable gatekeeper.
These unsung heroes of the office are paid to filter calls and protect their boss’s time. So, how do you respectfully navigate this hurdle without resorting to trickery or becoming just another annoying salesperson? It’s about being prepared, professional, and providing value.
Here are three things you can say to significantly increase your chances of getting past the gatekeeper today.
1. Lead with a Specific Value Proposition (Not Just Your Name)
The gatekeeper doesn’t care who you are yet. They care about why you’re calling and what problem you might solve for their boss. Instead of starting with, “Hi, this is [Your Name] from [Your Company],” try leading with a benefit that hints at savings or efficiency.
What to Say: “Hi there, I’m calling for [Decision Maker’s Name]. We’ve recently helped other businesses in the area, like [Local Business Name, if applicable] or businesses in [Their Industry], reduce their processing fees by an average of 15-20%, and I believe we could do the same for them. What’s the best way to get a brief moment on their calendar to explore this?”
Why it Works: This immediately signals that your call isn’t a waste of time. You’ve introduced a quantifiable benefit right upfront, tied to something every business owner cares about: saving money. You’re also implying that you’ve done your homework and aren’t just cold-calling everyone.
2. State Your Purpose Clearly and Concisely (No Jargon)
Gatekeepers are looking for reasons to screen you out. Don’t give them one by being vague or using industry jargon they won’t understand. Be direct about your reason for calling, and keep it brief. They need enough information to accurately relay your message without feeling like they’re being sold to.
What to Say: “Good morning, I’m calling because I’ve noticed [Company Name] processes payments, and I have a quick question about their current setup that could potentially identify some significant savings. Could you please connect me with the person who handles your merchant services accounts?”
Why it Works: “Quick question” implies a short conversation, reducing perceived commitment. “Identify some significant savings” is clear and appealing. By asking for “the person who handles merchant services accounts,” you’re not demanding the owner directly, which can sometimes be less confrontational. It also allows the gatekeeper to direct you to the right person, even if it’s not the owner.
3. Ask for Help or Advice (Empower the Gatekeeper)
Gatekeepers are often very good at their jobs and take pride in helping their superiors. By framing your request as seeking their assistance or advice, you can turn them into an ally rather than an obstacle. This subtly shifts the dynamic from “salesperson vs. gatekeeper” to “collaborator.”
What to Say: “Hello, I’m hoping you can help me. I’m trying to reach [Decision Maker’s Name] regarding their payment processing. I understand they’re incredibly busy, so I’m trying to figure out the most efficient way to share some information that could optimize their current processing costs. What would be the best way to do that? Should I send an email, or is there a specific time that works better for calls?”
Why it Works: “Hoping you can help me” is disarming. You’re acknowledging their role and expertise. Offering to email or asking for a specific time shows respect for the decision-maker’s schedule and gives the gatekeeper options, putting them in control and making them more likely to assist. They might even offer to take your information directly or suggest a better approach.
Remember, the goal isn’t to trick the gatekeeper, but to demonstrate that you are a professional with something genuinely valuable to offer. By being clear, concise, and respectful of their role, you’ll find those closed doors opening up much more frequently.
What’s your go-to line for getting past the gatekeeper?
Happy Selling,
David
Payment Lynx Daily 