Definition
A gatekeeper is anyone who stands between a cold caller and the person they want to reach. Their job is to protect the decision-maker's time, so they screen calls that sound like sales pitches. Treating the gatekeeper with respect, and being clear about why you're calling, usually works better than trying to trick your way past them.
How It Works
When a gatekeeper answers, the caller gives their name, asks for the person by name, and gives a short, honest reason for the call. If the gatekeeper won't connect them, a good caller asks for help instead: the best time to call back, a direct line, or whether someone else handles the topic.
Many callers also try early morning or late afternoon, when decision-makers sometimes answer their own phones. Note what each gatekeeper tells you, such as their name, the best time to call or who handles the topic.
Using that next time ('Hi Maria, you mentioned Tuesday mornings are better') makes the next call warmer and more likely to get through..