RAB Insights

RAB Research Archive

Engage, don't evade the gatekeeper

Don't try to sneak past the gatekeeper, but actively engage with them. Don't get too personal and don't pry, but you can gently probe.

If you can't get through to the decision-maker, engage the gatekeeper so that they have a positive and friendly attitude towards you when you call again.

You're unlikely to become best friends, but building a relationship and a rapport with them will help them want to help you.

Source: Andy Dickens, sales consultant