The Gatekeeper Gambit: How to Get Past Any Receptionist

If you’ve ever cold-called into a company, you’ve met them... the gatekeeper. They’re trained to block salespeople before they ever reach the decision maker. And let’s be honest: most reps crumble here.

The good news? You don’t need tricks. You need confidence, tone, and a few lines that feel natural instead of pushy. The right approach turns gatekeepers into allies instead of obstacles.

Here are 5 proven approaches you can roleplay right now:

1. Be Human, Not Scripted

Instead of: “Hi, can I speak to Mr Smith, the manager?”

Try: “Hi, this is Brian. I was hoping you could help me out for a moment.”

Why it works: Shifts the dynamic from adversarial to collaborative.

2. Use First Names

Turn foe into friend.

Instead of: “Can I speak with the Director of Operations?”

Try: “Could you put me through to Sarah?”

Why it works: First names imply familiarity and lower resistance.

3. Respect Their Role (Gatekeeper)

Instead of trying to bulldoze, acknowledge them.

“Look, I know your job is to protect their time. I completely respect that. Here’s why this might still be worth 30 seconds.”

Why it works: Flips the script... you’re not fighting, you’re showing empathy.

4. Ask for the Right Person

If they push back with “What’s this regarding?”

Try: “I want to make sure I’m speaking with the right person. Who usually handles [area/problem]?”

Why it works: They’ll often redirect you to the actual decision maker — which is a win.

5. Leverage Curiosity

Gatekeepers are curious too. Drop a teaser.

“Sarah asked me to give her a quick call back.”

Why it works: Keeps it short, casual, and lowers defences.

Final Tip

You can’t win every time. But the goal is to reduce resistance and increase your odds. Roleplay these lines until they feel natural. The less you sound like every other rep, the faster you’ll get past the gatekeeper.