When you’re cold calling, the senior-level executive administrator—otherwise known as the “gatekeeper”—is sometimes viewed as a hurdle to clear. But let me share a little secret: they’re not your enemy. In fact, they might just be your best shot at getting closer to the decision-maker you’re trying to reach.

Think about it—gatekeepers are the unsung heroes of the executive world. They know their boss’s schedule inside and out, understand the business better than most people in the company, and often hold the keys to critical conversations. Treating them as an adversary isn’t just bad form; it’s a missed opportunity.

Why the Gatekeeper Deserves Respect

Senior-level executive administrators aren’t just there to guard access; they are trusted advisors to their bosses. They handle schedules, coordinate priorities, and even act as sounding boards for decisions. In many ways, they have more influence than you might realize.

• They know what’s happening: From meetings and projects to high-priority initiatives, they have an eagle-eye view of what matters most to the executive.
• They’re influencers: A kind word—or a less-than-kind word—about your call can sway an executive’s willingness to connect with you.
• They’re decision-makers in their own right: Many gatekeepers are empowered to screen calls and make judgment calls about who gets through.

Approach them with respect and gratitude, and you’ll increase your chances of earning their goodwill. Treat them dismissively, and, well, don’t expect your call to go far.

Tips for Interacting with Gatekeepers

If you want to turn a gatekeeper into an ally, here are some strategies to keep in mind:

• Be polite and professional: Start with a warm, respectful tone. Remember their name and use it in the conversation. A little courtesy goes a long way.
• Get to the point quickly: Gatekeepers are busy. Be clear about who you are, why you’re calling, and what value you bring to the table.
• Don’t try to “get around” them: Nobody likes being outmaneuvered. Be honest and direct—it shows integrity and builds trust.
• Ask for their input: They often know exactly what their boss needs. Ask if they think your solution might be relevant or if there’s a better time to connect.
• Be human: If they sound stressed or busy, acknowledge it. A simple “I can tell you’re juggling a lot today” shows empathy and helps build rapport.
• Follow up with gratitude: If they provide helpful information or even just take your call, thank them. A little kindness can make a big impression.

Why Allies Win the Day

Building a relationship with the gatekeeper isn’t just about getting to the executive—it’s about showing you understand how the company works and respecting the people who keep it running. Treat them as the professionals they are—not just someone responsible for answering a phone—and you’ll not only open doors but also build a reputation for being someone worth talking to.

Need Help Building Relationships? Let Us Do the Talking

At Piedmont Prospecting, we specialize in turning cold leads into warm relationships. Our team understands the nuances of prospecting, from engaging with gatekeepers to delivering compelling value propositions. Let us take the stress out of prospecting so you can focus on closing deals and growing your business.

Ready to make your sales process smoother and more effective? Reach out to us today and let’s start building connections that drive results.