How to get past ‘gatekeepers’, according to mentalist Gilan Gork
JOBURG – Gilan Gork is an expert mentalist, bestselling author, global speaker in over 30 countries. He deconstructs influence so you can get what you want in positive ways.
Are you struggling to get past ‘gatekeepers’ who keep screening you from seeing the decision-maker?
This is one of the most common questions I’m asked, “Gilan, how do I persuade a receptionist or executive assistant to put me through to their boss?”
Usually, this is a request for one-liners and sly strategies to slip through the screeners. But with a few simple changes to your approach, you can improve the odds of the gatekeeper supporting you.
You need not approach gatekeepers with the mindset that they are the enemy. Yes, they’re hired to protect their boss from being unnecessarily interrupted, but that doesn’t mean they’re against you personally. If you think of them as an enemy it will affect your interaction with them, and they’ll treat you like an enemy.
Actually, their goal and your goal are aligned. They want to keep the wrong people away from the boss and allow the right person to see the boss. Similarly, you only want to see the boss if he has a need for your solution and can be coached into buying from you. If he’s not a qualified prospect then you wouldn’t want to waste your time with him either, right? With these aligned goals in mind, why not engage the gatekeeper in the process of deciding whether it’s a fit for you to meet their boss and vice versa?
I’ve written an easy framework, including a script, which you can use with gatekeepers to garner their support. Use it on the phone or in person.
