What are some effective strategies to overcome gatekeepers and reach decision-makers?

2 Build rapport with gatekeepers

Don't treat gatekeepers as enemies or obstacles. Treat them as allies and valuable sources of information. Be polite, respectful, and friendly when you interact with them. Ask for their name, use it often, and thank them for their help. Show interest in their role and their challenges. Compliment them on their work or their company. Try to find some common ground or a personal connection. The more you can build rapport and trust with gatekeepers, the more likely they are to let you through or give you useful insights.

3 Provide value and urgency

When you reach out to your prospects, whether by phone, email, or social media, make sure you provide value and urgency in your message. Don't just pitch your product or service. Explain how you can solve their problem, improve their situation, or help them achieve their goals. Use specific examples, testimonials, or case studies to back up your claims. Also, create a sense of urgency by highlighting the benefits of taking action now, the risks of delaying or missing out, or the limited availability of your offer. This will help you capture their attention and interest.

4 Use multiple channels

Don't rely on one channel to communicate with your prospects. Use multiple channels to increase your chances of reaching them and getting a response. For example, you can follow up a phone call with an email, a LinkedIn message, or a text. You can also use different channels for different purposes. For example, you can use email to send a proposal, LinkedIn to share valuable content, and phone to schedule a meeting. However, don't spam or harass your prospects. Be respectful of their time and preferences, and space out your messages.

5 Ask for referrals

One of the best ways to overcome gatekeepers and reach decision-makers is to get a referral from someone they know and trust. A referral can give you credibility, access, and influence that you wouldn't have otherwise. To get referrals, you can leverage your existing customers, partners, colleagues, or network. Ask them if they know anyone who might benefit from your solution, and if they can introduce you or give you permission to use their name. You can also use online tools, such as LinkedIn, to find mutual connections and ask for introductions.

6 Be persistent and flexible

Finally, be persistent and flexible in your pursuit of decision-makers. Don't give up after one or two attempts. Follow up regularly until you get a yes or a no. However, don't be pushy or aggressive. Be polite, professional, and respectful. Also, be flexible and adaptable to their needs and situations. For example, if they are busy, offer to call back at a more convenient time, or suggest a different mode of communication. If they have objections or concerns, address them with empathy and evidence. If they are not ready to buy, offer to stay in touch and provide more value.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?