How to Befriend a Gatekeeper

First of all, note that the word “gatekeeper” doesn’t have a pleasant connotation. That’s why Keith Rosen, the author of The Complete Idiot’s Guide to Cold Calling (Alpha, 2004), refers to the gatekeeper as the “concierge.” “Concierge” has a friendlier ring to it and will help you to approach the person who answers your call in a different way. Rosen provides us with these ways to befriend the concierge:Ask for the concierge’s name. Then commit it to memory.Be honest. Tell the concierge who you are — a sales associate, salesperson, or account executive — right up front. Ask for help. “Think about how you respond when someone asks you for help,” says Rosen. “Chances are, you do your best to help.” Follow up. If you contact a prospect via email or snail mail, always include either an approximate or specific time that you will call. For example, write, “I’ll give you a call late next week to talk further about this matter.” That way, when you speak to the concierge, you can honestly say, “He’s/she’s expecting my call.”