10 Foolproof Tips For Getting Past Gatekeepers
Every salesperson faces gatekeepers on prospecting calls. And every salesperson wants to get past gatekeepers.
Beating Gatekeepers At Their Own Game
One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker.
Often, a gatekeeper stands in your way of that mission. You have to know the keys to beating gatekeepers at their own game by outmaneuvering them.
Don’t Assume
Don’t assume the gatekeeper is only the gatekeeper.
Many times the gatekeeper is the decision maker; they are just not going to let you know they fill that role. If in doubt, ask them the same questions you would if you knew you were talking with the decision maker.
Social Media To Find Other Contacts
Leverage social media to find other contacts within the company.
As I like to say, if the front door is closed, simply find another door where you can enter.
Social Media For Direct Contact
Contact the decision maker directly through social media such as Linkedin.
If you use this approach, your strategy must be 100% focused on what the prospect would feel is important to them. If you come across as simply selling or pitching them, they have every reason to cut you off at the knees.
Call Them At Lunch
Use the telephone during non-normal hours such as before 8 AM or after 5 PM or even during lunch.
If you’re being blocked by a traditional gatekeeper, remember they too have work hours and take lunch. Working around their schedule will many times get you connected.
Holiday Cheer
Use the holidays to your advantage.
We’re fast approaching the holidays, which means many companies go into slow mode. This means people who would not normally answer the telephone or respond to an email will suddenly have time to do so.
Leverage Multiple Channels
Use multiple methods to reach the person.
I’m always amazed at how many salespeople say they only use email to prospect. The phone works great too… use it!
Contact Another Division
Reach out and contact another division of the same company
to find a contact who may in turn route you directly to the person you’re trying to reach.
Contact Sales
Contact the sales department of the company you’re trying to reach.
I love this approach and the results are amazing. When you contact the sales department, you will most likely be connected to a new salesperson who will be more than willing to help if they feel you will do the same for them. This approach is a quid pro quo route, but I’ve rarely found it to not work.
Treat Administrative Assistants Like Decision Makers
When dealing with an administrative assistant, treat them the same as you would the decision maker by asking them the same questions you would the decision maker.
The admin is trained to block people from the people they support unless they have real value. You show your value by engaging with them in the exact same way as you would the decision maker.
Call After Hours
Call after hours and use the automated response system to connect with the voicemail box of the person you’re trying to reach.
I agree it is not the live phone call you’re looking for, but several very good voicemails can go a long way to having the decision maker see it might be in their interest to not have the gatekeeper keep you out.
In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. Download Your Free Chapter Here.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
