"What's this call concerning?"
Posted: Mon May 26, 2025 10:25 am
Use their name and remember it. A simple detail like remembering the gatekeeper's name and using it respectfully creates a human connection. If they tell you the decision-maker's name, repeat it back to confirm. This shows you're listening and taking them seriously.
When asked the dreaded , reiterate your value proposition succinctly and link it to the decision-maker's role. Avoid "It's a sales call." Instead, try: "It's regarding how companies in [their industry] are leveraging [your solution type] to achieve [key benefit]. I believe it would be particularly relevant to [Decision Maker's Name]'s initiatives in [their department]." This positions your call as a potential solution to a business problem, not just a sales pitch.
Sometimes, gatekeepers will ask you to send an email. This is an phone number data opportunity, not a dismissal. Agree to send an email, but try to get key information or a commitment first. "Absolutely, I'd be happy to send an email. To ensure I send them the most relevant information, could you tell me [Decision Maker's Name]'s direct email, and perhaps what specific aspect of [your value proposition] they might be most interested in?" This often gets you the email address and insight into the prospect's priorities. You might also ask, "Would it be helpful if I included a specific case study related to [their industry]?"
Finally, if you can't get through immediately, don't give up. Persistence means varying your approach, calling at different times, or even trying different gatekeepers if possible. Leave a professional voicemail if you have the chance, indicating you'll follow up. The goal is to build a positive relationship with the gatekeeper over time, as they can become champions for you within the organization. Overcoming gatekeepers is a delicate dance of respect, clear communication, and strategic persistence that ultimately leads to more successful connections with valuable cold calling leads.
When asked the dreaded , reiterate your value proposition succinctly and link it to the decision-maker's role. Avoid "It's a sales call." Instead, try: "It's regarding how companies in [their industry] are leveraging [your solution type] to achieve [key benefit]. I believe it would be particularly relevant to [Decision Maker's Name]'s initiatives in [their department]." This positions your call as a potential solution to a business problem, not just a sales pitch.
Sometimes, gatekeepers will ask you to send an email. This is an phone number data opportunity, not a dismissal. Agree to send an email, but try to get key information or a commitment first. "Absolutely, I'd be happy to send an email. To ensure I send them the most relevant information, could you tell me [Decision Maker's Name]'s direct email, and perhaps what specific aspect of [your value proposition] they might be most interested in?" This often gets you the email address and insight into the prospect's priorities. You might also ask, "Would it be helpful if I included a specific case study related to [their industry]?"
Finally, if you can't get through immediately, don't give up. Persistence means varying your approach, calling at different times, or even trying different gatekeepers if possible. Leave a professional voicemail if you have the chance, indicating you'll follow up. The goal is to build a positive relationship with the gatekeeper over time, as they can become champions for you within the organization. Overcoming gatekeepers is a delicate dance of respect, clear communication, and strategic persistence that ultimately leads to more successful connections with valuable cold calling leads.