Instead of a gatekeeper blocking your path, think of them as a door opener — someone who can help you move closer to the decision-maker.
Here are 10 powerful strategies to help you get past the gatekeeper and closer to the sale.
1. Treat the Gatekeeper as the Decision Maker
Sometimes, the gatekeeper is the decision maker. Either way, treat them with the same respect and ask the same questions you would ask the person you think you want to talk to. The quality of your questions can earn you trust — and access.
2. Use Social Media to Find Other Contacts
More decisions involve more people. Use platforms like LinkedIn to identify others in the organization who might help you bypass the initial blocker. Building multiple connections inside the company opens more doors.
3. Reach Out Directly on LinkedIn
While senior leaders may not always reply quickly, many do respond — especially when approached respectfully via LinkedIn messages. It’s a direct line that sometimes skips the door opener altogether.
4. Call During Off-Hours
Try calling before 8 a.m. or after 5 p.m. Many traditional gatekeepers work standard hours. Calling early or late can connect you directly with decision-makers — and it often shows extra initiative, which earns respect.
Bonus tip: Friday afternoons are gold. Gatekeepers are often less vigilant, and decision-makers tend to answer their own phones.
5. Leverage Holidays
Holiday weeks, like Thanksgiving in the U.S., are perfect for prospecting. Schedules are looser, people are more relaxed, and gatekeepers are often out of office. Take advantage of these windows of opportunity.
6. Use Multiple Communication Channels
Don’t just rely on the phone. Use email, social media, even physical mail to get noticed. Persistence and variety can help you stand out — and break through where others give up.
→ Read 5 Effective Follow-Up Techniques You Need to Know
7. Contact Another Division
If you can’t get through one department, try reaching out to another. A different division might still hold useful information — or be able to redirect you more effectively to your target contact.
8. Ask for the Sales Department
Need a creative workaround? Ask for the sales department. Salespeople tend to be more open to helping fellow sales professionals — especially when you offer value in return. Ask them who their ideal customer is and offer to help. Many will reciprocate.
9. Respect Administrative Assistants
Never underestimate the power of an admin. Treat them like the decision-maker, because they often have more influence than you realize. Respect goes a long way — and can lead to an open door.
10. Use the After-Hours Phone System
Call after hours and use the company’s automated system. Many systems let you dial by name — leading you directly to voicemail. It may not be a conversation, but it’s still a way to deliver your message.
Be Persistent and Add Value
Above all, don’t stop. Persistence, creativity, and adding value are your keys to success. The door opener isn’t your enemy — they’re just doing their job. Respect that, and work smarter to get through.One last tip: cell numbers are gold. If you can get a cell number — often found in email signatures — you’ve bypassed the gate entirely. Use it wisely.
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Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
