Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers

Gatekeepers. We all know them, and we all hate them. They are the person who stands between us and our target audience, and they rarely let us in without a fight. This blog post is about how to get past gatekeepers, what to do if gatekeepers aren't responsive (and how you can tell), and finally how to deal with gatekeepers who are uncooperative (and what you can do about it). It covers not just phone conversations but also emails trying to get in touch with someone.

Gatekeepers are found in all areas of business.  They are the person who stands between us and our target audience, and they rarely let us in without a fight.

Most people have worked with one or more gatekeepers in their lives. Maybe you have actually been a gatekeeper yourself; maybe you've had someone else pick on you for being different. Maybe you've dealt with a gatekeeper who says "I'm not supposed to talk to anyone off the record." Maybe there is someone at work who constantly tries to drag their feet on approving your idea for a project. They might be a boss, a colleague, an intern or a subordinate.

Most people are afraid of gatekeepers because they can't get past them. Gatekeepers can make your life miserable, but that doesn't mean you need to cower in their presence. Here are some ways to deal with them so you can get what you want - whether it's getting past the gatekeeper so you can meet their leader or trying to get something approved (or rejected).

How to Get Past Gatekeepers

Gatekeepers are people who know how to make the rules (and so do you). People who have worked in high-level positions can be gatekeepers. This includes all kinds of power positions, from top executives to senior managers. They are also found in somewhat lesser positions, such as in your company's marketing department and R&D department.  They can be lower level gatekeepers too - people who work on the front lines dealing with customers and clients.  You can also find them in sales departments as well as at the field level of a company.

People who lack the benefits of a high position can still be gatekeepers. They essentially have the same power over their company's success, but they usually don't have much in the way of advancement opportunities.  They can also get stuck with unimportant tasks that prevent them from advancing into more important positions. They might try to take credit for something their boss (whom they are subservient to) did.

Together, all these people comprise your target audience . They constitute what you need to talk to if you want your ideas or business plans taken seriously. Your job is to work your way through them and make it possible for you and your idea/plan/business proposal/product or service to meet them. You do this by convincing the gatekeeper that your idea is worth talking about, and you do it by using the techniques below.

Staying Calm and Composed

The first thing you should consider is the state of your temper.  If you are in a bad mood, you could inadvertently poison the well with someone who might otherwise be receptive to what you have to say. If there's something that makes you upset or angry, take care of it before you try to reach out to someone on the other side.  You might need to dump in order to refill - just make sure it's not toxic waste (in other words, don't dump on people unnecessarily).

The second thing you should take care of is your tone of voice and body language.  If you walk into a room, it could be seen as that temper working its way into your voice, and it could give the person you're trying to reach the wrong impression.  You also don't want to be overly aggressive in your approach, because it might come off as a threat and make them defensive.

The third thing that you can do is smile.  It's not commonly known how much our moods can affect others, but smiling is a great way to break the tension and make people feel at ease around us.  Our fear of being judged by others is the greatest obstacle we face when trying to reach someone. We all know that people respond to us in kind, and they take our words as seriously as we take theirs.  Smiling says "I'm a friendly person, call me up and I'll work with you."  It's a powerful tool that can be put to use in any situation where you need to get past the gatekeeper.

How to Get In Touch with Someone If They Aren't Receptive

If you try calling someone and they put you on hold, their message is probably "we don't do this." Follow their lead and then try another approach. If they start ignoring your calls, you need to reevaluate what you're doing. If they're unresponsive to your emails or if their message says "do not call," then you need to change your approach. It's time for a new strategy rather than the same old tactics.

If calling the gatekeeper is met with silence, emailing them is another option.  Sometimes people will simply be too busy to talk on the phone, so they might give you an email address instead.  Try sending them an explanation of what you're trying to do and why it's important, and explain that you are trying to meet their boss or other decision makers in order to further your cause.

If you can't get through, send a brief email to the gatekeeper.  If you want to reach a specific person, then send an email with your name and contact information at the top so they know who you are. If the person is unresponsive and doesn't respond to your emails, try sending emails to everyone on their team using your name as the subject line - "RE: *****"  and then explain that you're trying to talk to their boss about this issue.  It's a good idea to include any relevant details that give your ideas more credibility.

Conclusion

If you have the courage to launch your idea or proposal, get in touch with a gatekeeper and make sure you're on the same page before you go.  Making it through their gate is easier than most people think, so don't be discouraged by failing to make contact. You just need to look at this from a different perspective.  You're now on the other side.  Now you're the gate!  Give it a try!

In this article we have looked at how to overcome three types of gatekeepers: Your boss, your peers and your client. These are all people that stand in your way when trying to reach others with ideas and projects that could make a difference in the world.