For most, the word “gatekeeper” conjures up an image similar to the Cerberus, the mythological Greek creature employed as Hades’ loyal watchdog guarding the gates granting access and exit to the underworld. If you think about it, this negative association with receptionists seems slightly unfair; remember that this individual is being judged on their ability to accurately assess who deserves to be put through and who to keep at bay. You have a job you’ve been hired to do, and so do they – it just so happens those two jobs can appear conflicting at times!
Whether gatekeepers are viewed as your adversaries or allies, a variety of techniques exist for you to be able to navigate successfully into the inner sanctum of your prospective candidate or client. The key with every single one of these techniques is that they be delivered with the utmost confidence and preparedness. If you don’t learn, quickly, how to maneuver through receptionists, assistants, or secretaries, you will not engage in the volume of daily conversations that you need in order to build your business. If you have the ability, record your calls and listen to the opening moments of the dialogue; you will pick up on subtle changes that can be made to improve your ability to reach your desired final destination.
Scripts
Pattern Interrupt
Answering a Question with a Question
Video
In this clip, the NLE Foundation Program addresses the challenges with getting past a gatekeeper, including two common approaches – pattern interrupt and answering a question with a question.
In this clip, the Foundation Program explores how to navigate around a gatekeeper as well as a few quick tips to assist in having an effective call in a timely and efficient manner.
It’s not just what you say, but how you say it! Trainer and speaker Scott Love dives into voice inflection as another tactic to ensuring a successful navigation around the gatekeeper.
Big Biller Tim White reinforces that appropriate voice inflection increases your odds of getting past the gatekeeper and getting returned calls as a result of compelling and confidant voice mail messages.
What are you afraid of? Scott Love tackles the perceptions that gatekeepers have of recruiters and how to overcome those roadblocks to get results.
“Who is this?” Don’t get stumped by this question; in this segment, Jeff Kaye discusses eight unique tactics and approaches to getting past the gatekeeper while keeping your cool.
