Getting Through the Gatekeeper

A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume the gatekeeper’s purpose is to prevent you from making a sale that allows you to send your kids to a good school or to pay your mortgage. The truth is quite different.  If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent.  If someone is calling to sell timeshares in Florida, they’re not going to get through.  If the call is about creating genuine value for their boss or their company, or at least making the company easier to manage, then the chances of being put through are higher.