What is a 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.

Cold Calling
What are some tips for navigating a Gatekeeper?

1. Find out who the gatekeeper is. The gatekeeper is usually the person who controls access to the person you want to talk to.

2. Make sure you have a good reason for wanting to talk to the person you're trying to reach.

3. Be polite and respectful to the gatekeeper.

4. Try to build a rapport with the gatekeeper.

5. Be persistent, but not pushy.

6. Thank the gatekeeper for their time.

How do you navigate Gatekeepers on a cold call?

If you're marketing to businesses, you'll inevitably have to deal with gatekeepers - the receptionists, administrative assistants, and other employees who stand between you and the decision maker. Here are a few tips for getting through:

- Do your research: Find out the name of the gatekeeper and their role at the company. This will help you establish a rapport and make your case more effectively.

- Be polite and professional: This should go without saying, but it's important to remember that gatekeepers are people too. Treat them with respect and you'll be more likely to get through.

- Make your case: When you explain why you're calling and what you're offering, be clear and concise. The more information you can give, the better your chances of getting through.

- Be persistent: If at first you don't succeed, try again. Gatekeepers are used to dealing with salespeople, so don't take it personally if they hang up on you or say no. Keep trying and you'll eventually get through.

SalesHive's Mission Is To Make Scaling B2B Lead Generation Easy & Affordable

Founded in 2016, SalesHive has grown from a team of two to now employing hundreds of US-Based sales development reps, while simultaneously building one of the most innovative approaches to modern sales development, all without raising any funding. By combining our highly experienced team and groundbreaking proprietary technology, we’ve booked tens of thousands of meetings for over 200 B2B clients across every major industry.

We built SalesHive on the premise that modern sales development was flawed, and the companies building outsourced programs were only contributing to that. Our unique approach empowers clients to build industry leading Sales Development programs that deliver real results with the assurance of total transparency, flexible month-to-month contracts, and flat-rate pricing.

Explore More Cold Calling Terms

Cold Calling Blog Posts

The True Purpose of Lead Generation Cold Calling

Contrary to popular belief, the purpose of outsource SDRs making cold calls as part of a lead generation service strategy is not “to book a meeting”. To elaborate on this little-known truth, SalesHive’s Director of SDR Training and Enablement, Paul Ballwebber, put together this knowledge base on the true purpose of lead generation cold calling.The […]

Why You Should Outsource Cold Calling for Your Business

Cold calling is alive and thriving in 2022. In fact, 82% of buyers agreed to meetings when salespeople approached them, and 69% of buyers accepted one or more cold calls from a salesperson in the previous year.Cold calling remains one of the most successful methods for salespeople to contact potential clients. It is a very […]

Cold Emailing vs Cold Calling

There are two tried and true methods to growing a business and boosting sales: cold emailing and cold calling.Email marketing vs. cold calling is a dilemma that salespeople and marketers regularly face. Some sales reps prefer cold calls, whereas others favor email outreach.Is one strategy more effective at contacting potential customers than the other? The […]

In-House vs Outsourced Cold Calling as a Service: Which One is Better?

Cold calling with a cold calling company has always had a bittersweet reputation. It’s an opportunity to get people on the phone, but since it’s a spontaneous conversation with b2b cold calling services, it doesn’t always end in a new customer. By definition, cold calling is a type of telemarketing technique involving an unsolicited telephone call […]

Does B2B Cold Calling Work in 2022?

In a society where remote teams and digital technology are becoming the norm, B2B cold calling is a successful way to reach potential clients.B2B cold calling requires the use of interpersonal skills to turn a stranger into a customer. While this can seem daunting at first, it is one of the most cost-effective opportunities for […]

Things to Know About Cold Calling as a Service

Cold calling is feared by salespeople and business owners all over the world.The process of calling a stranger to introduce a product or service to them can be nerve-wracking and exhausting. When done incorrectly, both the receiver and the initiator can suffer, so you might be wondering why it still exists.The answer is simple - […]


Learn more about our Cold Calling Services.

Scaling Lead Generation For 250+ B2B Companies

We are the fastest growing lead generation services company, now that's saying something.
Trusted By
Companies Like You...
b2b lead generation agency and services bee sales rep

We’ve Set 45,000+ B2B Sales Meetings.

Speak With Our Team To Learn How!

We’ve Set 45,000+ B2B Sales Meetings.