If needing to ask for a contact I always say, 'I need to speak with the (title).' This is because I am sincerely aiming to connect with prospects that do need my help, and this is exactly what I say because I NEED to speak with them. Gatekeepers can hear the sincerity, empathy, and honesty. I do not hold back information. It does not help to be evasive. I keep engaging with the gatekeeper and asking questions and find that most times he or she is willing to engage a little further and sometimes they just "give up" a name. Sweet is always better than sour... sugar been than salt... etc.

Trish, gatekeepers, like their 'bosses' come in all shapes, sizes, moods and degrees of professionalism. Why then should we use a 'one size fits all' approach for gatekeepers? Don't we customize our approach for the boss? I submit that we need to have our game face on and put just as much effort into the gatekeeper as we do once they put us through.

@ The RainMaker Maker. My point exactly! Thanks for putting it so succintly.

Ahhh, finally someone is listening (er, reading)!
I'm curious to know as well what people have found effective in working with the Gatekeeper, after all, I have to stay up to date on what y'all are going to throw at me next!
~MD The Gatekeeper~

Hi Trish, I like to take a "Forest Gump" approach to working with gatekeepers (especially EAs as opposed to receptionists). I tell her/him everything. I explain exactly why I'm calling, why I think my product or service might benefit her company and what I'd like to speak with her boss about. By paying gatekeepers the unexpected courtesy of assuming they are a) intelligent, b) aware of the business goals and issues related to their company, and c)concerned about these goals and issues, they very literally "rise to the challenge". I also make a point of circling back after I've connected with the executive to let the gatekeeper know how the conversation went and to thank him/her again for their assistance. This approach goes a step beyond just "working with" gatekeepers; it turns them into internal coaches and champions. It doesn't always work, of course, but it does work enough of the time to make it a very powerful approach. As mentioned in an earlier post, all people love to be respected, acknowledged and appreciated.

Hi MD The Gatekeeper,
Thanks for your insight. I guess my blind, bull-rush technique might not be the most effective.
One technique that even you (I hope!) cannot defend is: calling late & calling early.

Hi there MCB!
Yeah, the blind, bull-rush technique is a bit irritating. Trying to “railroad” me into submitting to your will is only likely to annoy me to the point of throwing you into the “voicemail box to nowhere.” Calling early or calling late, will get you as far as the “general” voicemail box, so unless you already know the name of the person you’re trying to reach, your chances are no better than 50-50. I’m also the person that screens the general voicemail box ;-)
~MD The Gatekeeper~

Hmmm. . . . giving away trade secrets here. Anyway, the most important key to dealing with GKs is to speak to them with authority (I'm not Joe Blow but someone important), be friendly (why not? we are all people)and put forth the image that "putting me through" is the right thing to do (it will make them appear smart and on the ball)- and since I only sell important products and services I do make them look smart and on the ball. Now, if that doesn't work I usually just call someone else in the organization and pretend that someone in their organization transferred me to the wrong person and that I am sorry to bother them, but I need some help and since people like to be helpful and appear smart (at the expense of the idiot who transferred me to the wrong person!) - I can get to the right person or learn some useful information about who the "right people" are and thus get some names and numbers and information.

What a refreshing blog and with such insights regarding working with (and through) Gatekeepers. There is a timeless book by Les Giblin, "Skill With People" that is a very quick read (about 35 pages) but that should be the staple for any person who desires success in sales. (or any profession that requires working with people) There are 15 chapters and each one delivers pinpoint insights regarding interacting with people. Let us all remember that we are working with and through people (in sales that is) so by understanding how to SKILLFULLY interact with other people we are doing ourselves a benefit. Some excerpts- "People are primarily interested in themselves, not in you"! "This knowledge, that people are primarily interested in themselves, gives you the basis on which to work in your dealings with people." Work to understand people and you will never have to worry about "getting past" a gatekeeper. To coin a line from the Matrix, "Do not try to get past the gatekeeper- that is impossible. Yet realize the truth- there is no gatekeeper. (just another person)

Trish, 'barely relevant'?
http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/4933/Salespeople-as-a-Dreaded-Virus.aspx

@ Rick. I have to beg to differ. Althought it took me a minute to understand what you meant by "barely relevant" I used the link and read the blog posting.
If you are calling at mid to low level management in an organization perhaps you to go right to voice mail with your compelling message. But, if you are calling at the "C" level suite, or sometimes even "VP" level, gatekeepers are still alive and kicking and doing their jobs very effectively.
Where I do agree with you is in the area of compelling messages. If your message does not arouse curiousity about their business problem and your solution, then you will go nowhere...gatekeeper or not.
Interesting dialogue...thanks for participating.

Closing a sale really requires you to just go back through the entire sales process and address all of the prospects concerns.  
 
Questions like, "If I can answer all of these concerns, then will you move forward with this decision?" really boxes the prospect into making the purchase with this technique because he just basically said "yes" without realizing it. 
 
Great Blog and Great Posts! 
 
ELMO

What usually works for me is to explain to the gatekeeper why I'm calling, and ask for their help in pointing me in the right direction (can you help me understand who I would speak with regarding....). The gatekeeper has a lot of knowledge and need to be treated respectfully; which many reps don't acknowledge. Also, I've found that is virtually impossible for anyone to turn down a request for help.

I find that always making note of the GK's name and keeping that information helps. The next time I call (since the DM often isn't there and I usually have to call again) I can talk to the GK with his/her name in a friendly manner. It makes them more receptive to assisting me on these subsequent calls. If I do a good enough job being friendly each time I call and develop a relationship with them, eventually they feel bad enough to try and help me get to the DM.

Here is a better way. Identify the person you need to speak to through a networking site like Linkedin, then use the following to bypass the gatekeeper and get exactly the person you want directly 
 
Voicemail Surfing: Circumventing Gatekeepers Using Documented Voicemail System Features. 
 
Having trouble with gatekeepers? Do you need to speak to someone directly and keep getting the nth degree from the company receptionist or their administrative assistant? 
 
I have read many articles with suggestions to resolve this problem. They usually involve rusing (aka lying), calling after hours and leaving a message for the person you need to speak to (wouldn’t you rather speak to them live?), or calling every extension at a company sequentially until you find them (who has time for this?). 
 
What most recruiters and sourcers do not know, is that most voicemail systems have features that allow you to directly contact the person you need to speak to, without ever speaking to a receptionist or admin. 
 
Over the years I have built up a toolbox of tips and tricks that will allow you to “surf” voicemail systems and discover direct-dials, hidden dial-by-name directories, and generally avoid contact with gatekeepers to focus your efforts on the person you are trying to recruit. 
 
I have written a white paper, which includes detailed instructions, as well as a quick reference guide to the different voicemail systems, that is available for download on our site. The paper is free and no registration is necessary. 
 
To download the document in Adobe PDF format, go to the following link: 
http://www.rwstearns.com/articles.php  
and click on the “Voicemail Surfing” link under “Download PDF”. 
 
Please feel free to share the document (or the link) with your friends and colleagues. 
 
Regards, 
 
Gregory Pankow 
Candidate Development Project Manager 
RW Stearns, Inc. 
greg@rwstearns.com 

Hey Lisa! I believe I have Greg's company in that "special" bookmarks folder I mentioned, right underneath those OTHER s**ts called BOXPILOT--YUP voicemail jockeys that INTENTIONALLY request peoples voicemail in an attempt to bypass me. 
 
Good luck with that... 
xxxThe Gatekeeper

Hi, 
 
Just to set the record straight. I NEVER call and ask for anyone's voicemail. Never have, never will. The tips and techniques in my whitepaper outline how to contact people directly WITHOUT EVER speaking to a gatekeeper. 
 
There is no duplicity involved here, no lying or rusing. 
 
In fact, as a gatekeeper, I would think that you would be glad to not have people bothering you. 
 
Please read my whitepaper first, before you judge its content. 
 
Thanks again, 
 
Greg

I find saying" maybe you can help me please" Helps.

Sure, any good sourcer or recruiter (or salesperson) will have many tools in their toolbox. Sometimes a good relationship with the gatekeeper works well, other times you need a way to work around them. My article is for when you need to find a way around gatekeepers.

Rude sales people, recruiters, and other people calling businesses trying to get through to indviduals, whether by title or name (pronounced right or wrong), is getting more difficult. Choosing not to "work" with the gatekeepers, or The Gatekeeper in this case, is going to lessen your chance of getting through to the proper party. Now-a-days these individuals do not have time for you to call, then call back again, and again from an unknown number. This is a waste of their time. And it should be of yours.  
 
If you are not willing to work with the gatekeeper, or answer their questions, do not call.  
 
If you hit a menu system you have an even a lesser chance. And we all know you like live people. But wait, if you do hit "0" and get an operator, this person may be trained in the sophisticated art of gatekeeping. Do you want to be thrown into the eternal voicemail abyss? Or do you want to learn? 
 
Reading Sales Negotiation books, "Skills with People," "How to Win Friends & Influence People," and other books are not going to help you. It's very simple. You are making a cold call, or a phone call with a specific purpose. In some cases you are trying to get past one person. Be nice, know who you are calling and just read the above. 
 
The rule book has been revealed in chunks. Are you willing to follow it or do you want to go on the blacklist of a gatekeeper? Or perhaps just stay on the black list? It sounds like they can get pretty long.

I bypass gatekeepers on a daily basis. I don't care if I'm on your "Do Not Call List". You're an admin so your list is worthless. If my product makes sense to YOUR BOSS then YOUR BOSS and I will decide whether or not the product is obtained by your company. It does not matter if you THINK I'm rude. You THINK I'm wasting your time. Newsflash ! ! ! You're wasting my time and your company's money by preventing a 30 second conversation with your boss, the ACTUAL decision maker. Your inept ability to grasp the fact that your scope of responsibility is that of an administrative nature is NOT OUR FAULT. It's your problem. If you don't like your job, then quit. If you do like your job and YOU can't comprehend what I'm saying. That's YOUR problem, NOT mine. We will get through whether you like it or not if our product is applicable. Moreover, we have a happy client base if we are successful, you do not. We KNOW how to deal with decision makers, YOU do NOT. That again is why you are where you are in your career. I also assure you that when we DO get through, which happens on a daily basis. You can't prevent it. Ya see, you gatekeepers are nine-to-fivers. Any salesperson with a month of experience under their belt knows this and knows that you won't budge an inch of productivity until that corporate clock that's sychronized with your watch hits 9:00 AM. We also know that you're lickity-split out the door at 5 and probably so lazy that you turned on the auto-attendant at 4:50. Your boss is easily reached before 9 or after 5 and if you've run any interference, we simply contact them when your nuisance of a presence is not present. God those are the best times... Anyway, I guess the point of this whole schpiel is to inform you gatekeepers out there that you're a screen door to the mansion at best. Though screen doors provide a minor bit of protection to the main door to get into the mansion, even bugs and water get through the screen door. Once we're inside, you have no control on whether or not we live in your house or for how long regardless of what your impression is of us, our approach, our customers, your current vedors, etc. Your boss and I make that call.

Arrogant? More like to-the-point. There's a bunch of babble on here about getting past the gatekeeper. There's no science or methodology required, no holy grail to be obtained. Either the gatekeeper is a professional that passes you through and you hear from the horse's mouth that you're wares are not needed or they're unprofessional and out of line and require a simple bypass. If gatekeeper is knowledgeable enough to state they don't need your product, then they better well be able to speak on what they've got and how THEY KNOW their enterprise already has whatever widget/solution the account rep is presenting. If they cannot, its quite clear that they're only babbling rhetoric taught to them and there total ignorance in whether or not you've got the next best thing to improve their enterprises road to success and growth. Rick, I'm sure you were crowned "King Nobleman and Great Thinker of The Gatekeepers", but again, that's irrelevant. I've been in sales for almost 10 years, specifically dealing with C-Levels, managing partners and owners for the past 3.5 years. Rude gatekeepers are a nuisance and should be properly put in place when they act out. Most C-levels are put off when finding out how rude and volatile their secretary/admin was/is. Again, that's because MOST (not all) C-levels are respectful and to-the-point like we are. Your derogatory attack on me only supports that you're an Internet tough guy at best. Please don't punch me through my computer screen Rick-I'm so sorry. LOL ! ! ! No need to retort, I'm not sure I can handle too many more of your indepth brain-busting comments.

Oh my god! Almost 10 years and 3.5 of them calling on CEO's? I didn't realize that I was up against such experience. Obviously, everyone should take your words as gospel.

Gospel? No, I've never claimed any "gospel" as you do. I do however present the facts. Facts such as:  
 
 
 
Rick works for a company of 10 employees. He has made himself a career through debt collection. His current professional focus now is to: 
 
 
 
* prospect for better customers  
 
* speed up the sales process while creating a complete "meeting of the minds" between salesperson and customer  
 
* close effectively and completely  
 
strategically manage relationships with clients to develop loyalty and a lifetime of referral business. 
 
* Rick is a "hands on" trainer and coach, so he can often be seen working alongside David Kurlan & Associates' clients at trade shows, honing their skills at networking events, developing telephone technique on conferenced "live" sales calls, and role playing and debriefing "real life" sales situations. 
 
 
 
This is Rick's gospel and it has zero correlation with the mass majority of the sales people he is speaking to on this blog with advice and criticism. Any other fellow debt collecting sales people that I may be offending by making this statement, please jump in and let me know you're the ones on this blog trying to hash out your gatekeeper bypass issues. Silence only proves my point further. 
 
 
 
By-the-way, I did EXACTLY what I said I do on a daily basis in order to provide a solution to this dilemma of confusion and the smoke screen Rick threw up. I tried to deal with you by giving my part and you the benefit of the doubt. You were irrational and so I got to the bottom of it on my own as to your true knowledge and creditials. Let that be a lesson to all you other Rick-esq fellows and like-minded gatekeepers. Running interference and confusing the situation maybe a temporary solution, but you will be exposed and bypassed in the end if you are out of your element.

OK, Justin. You're right. If you've read Guy Kawasaki's book http://www.guykawasaki.com/books/crazy.shtml, you understand the concept of a worthy adversary. Consequently, it's over. Next time I'm in Houston, I'll look you up. Good luck.

Justin dear, let me start softly with you....after all, I know you just "want to belong" too. 
 
http://www.tele-smart.com/blog/are-you-calling-on-the-g-level/

So is that little blog link you posted and I went and read supposed to offer anything valuable to me based on how I've commented on how I currently do things? I saw the same rubbish on that blog as this one. I'll give you the benefit of the doubt and assume that you're trying to help and not be vindictive so please go further indepth if you have a value/skill set inline to offer me with my current methodology. However, if this is an attempt to assasinate my previous ideology in regards to the gatekeepers role and responsibility and their concurrent interaction capabilities with me, I don't have time...

PLEASE...I am asking that everyone hold off on further commentary. 
 
 
 
I think everyone has stated their case.

I am now on my way to becoming a psychotherapist but still doing strategic account development over the phone for high tech companies bc I totally love doing it. I LOVE working with assistants. I am all in with the "partnering" and "empathic" approach that others have mentioned in order to really develop the relationship and for me, it is genuine. I LOVE to sell and help people through the stuff I sell so it doesn't come accross as disingenous. It helps that I only work for companies whose products or services I fully believe improves business. When you have that attitude from the outset, building rapport and a solid relationship is fluid and not cheesy. I saw some folks that were adversarial in their approach...I think human decency is important all the time.  
 
 
 
Here are some things which have worked for me; 
 
1. When you get them on the phone, get full name, email, direct dial, and when they are in the office. I always ask the switchboard for this if I can before calign the EA. Are they the EA for any other folks. - who takes over when they are gone for the day (I work for companies doing over six figure deals so this data comes in handy for the account exec during contracting) 
 
2. Ask, is there a good time during the week to usually catch the exec at their desk? 
 
3. Do state totally directly why you are calling and a mini pitch that isn't canned or cheesy - it helps to have read an article about the company, have at least one reference name, or I was just thinking about you guys works sometimes 
 
4. Ask EA "what is required of you to actually put a 10 minute meeting with me on the exec's calendar"? 
 
5. Be prepared to offer up an idea for question 4. And offer this, "I sent an email directly to the exec but I imagine since my name is not familiar it may not have been read. May I send it to you and would you be willing to print it out and put it on his/her desk directly and ask them if this is of interest? " (this has worked at getting me extremely high level meetings in F500 and Federal agencies - the email has to be rock solid and the value to exec clear and very abbreviated). 
 
6. Ask the EA's permission to call back. And call back in 48 hours and then a week and then every week thereafter and be light.....after a time you will be friends and this becomes invaluable. 
 
7. Aside: if my intention to set the meeting with the exec for a sales rep I am supporting, I will tell the EA I am the sales assistan for John Jones. Immediately, we are peers and that reduces tension immediately and has worked great. I have no ego saying I am a sales assistant bc in essence that is what inside sales folks who work in a support model to an account exec are. 
 
8. In really important situations, if the admin is not someone I can create rapport with or is out and I need to speak with the exec, I will send the exec directly, an outlook calendar request for a10 minute window of time with a short pitch in the note . Whether the exec accepts or not that calendar item, it will often times still be a placeholder in their calendar. Depending on settings. It has worked a few times. At minimum, your email stands out in the inbox.