10 Tactics for Engaging with Gatekeepers

I’m usually good with gatekeepers- they like me. I make them feel special and treat them with respect. I even use verbal hugs when talking with them and say genuine things such as: “thanks so much, you are really helpful” or “I appreciate all your help” or “ I’m wondering if you can help me with……” or “John is lucky to have you as his assistant.”

Not all gatekeepers are created equal and most are mostly concerned about protecting her boss’ turf. 

I think of this woman when I think of gatekepers- do you agree?

Here are the 10 Tactics for Engaging the Gatekeeper:

1. Remember their job is to protect the decision-makers’ time.

2. Treat them like allies; show respect; learn their names.

3. Assist them by giving them exactly what they want, when they want it, in the exact order in which they want it.

4. Remember you are not selling your product or service.

5. Humanize the interaction by being direct, honest, and straightforward. Be very clear about exactly what you want.

6. Be aware of your voice tone and be confident. Give verbal hugs.

7. Listen for subtle clues on your decision-maker, depending on how much responsibility the screener has.

8. Be fast and quick; when asking questions as your actions should be seamless.

9. Talk about “needs” instead of “wants,” and be specific about what you “need.”

10. Ask for help, “I’m wondering if you can help me.”