Getting Past Gatekeepers: Don’t Get Left At the Gate When Calling on Decision Makers
DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) those professionals who guard the decision makers and often run interference for them to get in front of decision makers (DM).
Traditionally a secretary, administrative assistant or switchboard operator blocked entry. Now there are electronic nemeses as well: voice mailboxes and blind e-mail addresses. Yet gatekeepers can be your adversaries or allies, depending on your approach. Your challenge: to be regarded as important enough to be allowed into their inner sanctum.
Here are my rules of thumb for Passing Gate and receiving consideration by decision makers:
DO’s
1. Turn GateKeepers into allies: treat them with respect, humor and compassion. Their job is tough too. They get it from both ends. They are people with their own personality, not faceless obstacles to be overcome at all costs.
2. Help decision makers look good in their manager’s eyes. Can you solve his/her problem? Let the GK know. They will...
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