The Gatekeeper

We have all encountered them: the person between us and the person we want to talk with.

Whether it is a job search or B2B call, or even a scheduled appointment, there is always a receptionist, secretary or assistant in the middle. Since most of the time this person is a woman, let's call her:

The Gatekeeper.

Now let's be positive about this: this person is the entry point to the conversation and, ultimately, face-to-face meeting you want to have with Ms or Mr Contact. By all means be polite. And if you encounter them on a regular basis, get to know them by name and something about them. Again, as in other forms of networking, people want to do business with people they like. Believe me, this is a transaction, whether you realize it or not.

I had a former boss who used to find excuses to stop by to see his prospect. Tom would show up at her office with a brochure or other item to deliver and be stopped by the building receptionist. He was really hoping to have a chance encounter with his prospect, but over time, he got to know the receptionist. She got to be friendly and even volunteered information about who was in when or out on travel or vacation. When Tom would call in, this same receptionist got to know his voice and called him by name, both in person and over the phone. Tom eventually got to see his prospect and earned her business.

Never underestimate the power and influence of anybody in a company. Even if they haven't been told, everybody in a company is in sales and represents the company.

Especially The Gatekeeper.

Relentless