Chapter 13
Bypassing Gatekeepers
CHAPTER OVERVIEW
Exercise 13.1. Brainstorming How to Deal with Gatekeepers
Concept: Turn Walls into Windows
Gatekeeper Strategies
First Call at the Highest Level
Ask to Leave Voicemail for the Decision-Maker
Pitch the Gatekeeper as a Decision-Maker
Ask “Who Owns the Results of This Issue/Decision?”
Go Around Them
Make ’em Laugh
Ask a Question They Can’t Answer
Gatekeepers! If we won’t admit it’s a dirty word, at least we can’t ignore how the good ones can get the stomach acid sizzling when they stonewall us from buyers who need what we have and have the money to spend on our products and services. In this chapter, you’ll see seven strategies for handling gatekeepers. The first one (call at the highest level) is first ...
