How to get past the gatekeeper

One of the main reasons that is keeping your contact rate lower than you’d like is having to get past gatekeepers. Their sole purpose is to filter conversations to those people SDRs are always trying to reach, they’re trained at it. We’ve put together a few tips on how to get past the gatekeeper.

It’s always a challenge to figure out how to get past the gatekeeper. Even the most experienced SDRs won’t always manage to get past them. 

Gatekeepers’ sole job is to decide who’s worthy of the decision maker’s time. These are usually Executive Assistants or Receptionists.

But here’s a few tips that might help you next time –

1. Learn their schedule

At some point during the day, the gatekeeper will take a break. Chances are that during that time, your lead will be taking the calls, so try to figure out when the gatekeeper will be absent.

2. Find a way around them

Sometimes there might be other people below the gatekeeper. If you can engage that person, you’ll have earned a champion.

3. Charm them

At the end of the day, they’re just doing their job, just like you’re doing yours. Learn their name, be human, show interest in them. A sentence that might work is “How can I make your life easier?” 

4. Be a good listener

Duh! That’s rule number one for every SDR, right? Even though you have your script, it’s okay to get off it sometimes and ask questions related to bits of information they’ve mentioned. 

5. Don’t overlook researching your gatekeeper

You should research your lead, of course! If you express the gatekeeper why the decision maker needs your product and the gatekeeper buys your pitch, well done! But this won’t happen often. 

So don’t forget to do your research about the gatekeeper. Maybe you can use this information to show why they should put you through the decision maker. For example, if you find out they value efficiency, make sure to mention how your product can improve their processes’ efficiency.

6. Don’t sell them your product

You might be tempted to pitch the gatekeeper. Refrain! They’re not your ICP. Instead, how about mentioning previous correspondence with the gatekeeper?

The bottom line

Getting past the gatekeeper is not rocket science and each SDR develops their own tricks

With time comes experience and you’ll find what works best for you. At the end of the day, being an SDR is also about being yourself, bringing your personal touch to every conversation. 

Do you need more SDR tips? Check out these handy tips.

Want to read more fresh content about the role of an SDR and sales teams? Check out more articles.