Gatekeeper

A gatekeeper is a person who controls access or information, often serving as a barrier between a high-level decision maker and outside parties attempting to gain access. In cold calling, this could refer to the receptionist or assistant who screens calls and decides whether or not to pass them through to the intended decision maker. Effective cold callers understand the importance of building rapport with gatekeepers in order to effectively communicate their message and secure a meeting with the decision maker. By treating gatekeepers with respect and understanding their role in the process, cold callers can increase their chances of success.