Top 10 Tips for Getting Past the Gatekeeper

In the realm of sales, getting past the gatekeeper is often the first hurdle to reaching decision-makers and closing deals. At Big Wolf Marketing, we understand the importance of navigating this initial challenge to establish meaningful connections with potential clients. In this article, we’ll share our top 10 tips to help you successfully navigate past the gatekeeper and make a lasting impression.

  1. Research and Preparation: Before making that crucial call, equip yourself with information about the company and its key decision-makers. At Big Wolf Marketing, we prioritize thorough research to ensure our approach is informed and tailored to the specific needs of our clients.
  2. Build Rapport: Establishing a positive rapport with gatekeepers is essential. We approach gatekeepers as valuable allies, treating them with respect and courtesy. By fostering a friendly relationship, we create a pathway for smoother communication.
  3. Polished Elevator Pitch: Craft a concise and compelling elevator pitch that clearly communicates the value proposition of your product or service. At Big Wolf Marketing, we ensure our pitches are not only polished but also resonate with the gatekeeper’s priorities.
  4. Timing is Key: Choose the optimal time to make your call. Understanding the company’s business hours and the gatekeeper’s schedule enhances your chances of a successful connection. We, at Big Wolf Marketing, strategically time our outreach efforts for maximum impact.
  5. Gatekeeper as a Resource: Acknowledge the gatekeeper’s role as a valuable resource. Seeking their input on the best way to connect with decision-makers can turn them into allies rather than obstacles. We leverage this collaborative approach at Big Wolf Marketing to gain insights and enhance our outreach strategy.
  6. Use Referrals: Mentioning mutual connections or referrals can increase your credibility. At Big Wolf Marketing, we leverage our extensive network to identify common acquaintances and establish a foundation of trust with gatekeepers.
  7. Be Persistent, Not Pushy: Persistence is key, but it should be coupled with respect. We adopt a persistent yet polite approach at Big Wolf Marketing, recognizing that building a relationship takes time and consistent effort.
  8. Gatekeeper-Focused Messaging: Craft messages that address the gatekeeper’s concerns and highlight the benefits for their organization. At Big Wolf Marketing, we customize our messaging to demonstrate how our solutions can contribute to the company’s success.
  9. Utilize Multiple Channels: Diversify your communication channels. In addition to phone calls, use email or social media to reinforce your presence. We, at Big Wolf Marketing, employ a multi-channel approach to ensure our messages resonate with gatekeepers through various platforms.
  10. Continuous Learning: Stay informed about industry trends and adapt your approach accordingly. At Big Wolf Marketing, we prioritize ongoing learning to refine our strategies and stay ahead in the ever-evolving landscape of gatekeeper engagement.


Navigating past the gatekeeper requires a strategic and respectful approach. At Big Wolf Marketing, we’ve honed our skills to overcome this initial barrier and establish meaningful connections with decision-makers. Incorporate these top 10 tips into your outreach strategy, and let us at Big Wolf Marketing guide you through the intricacies of gatekeeper engagement. Together, we can open doors to new opportunities and drive success in your sales endeavors.

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