Get Past a Gatekeeper

Before reaching out to a new or additional point of contact, understand the customer pain points, challenges, and objectives. This should be included in your CRM, your notes, or collected at some point during the customer journey from lead to paying account.
If possible possible, leverage an intro from a different point of contact. A warm introduction can significantly increase your chances of being heard.
In your email subject line or initial message, focus on addressing a specific problem or opportunity that is relevant based upon who you are reaching out to, what their role is within the org, and what their responsibilities could be with your product(s).
If in contact with a gatekeeper on the phone, be polite, respectful, and professional when interacting with this person. They are doing their job, which is to screen calls and emails. Treat them as allies, not obstacles. Politely ask the gatekeeper for assistance in reaching the decision-maker.
Don’t give up after one attempt. Be persistent but not pushy. Send follow-up emails or leave voicemails, but ensure each message adds value or provides new insights.
Sometimes reaching out early in the morning or later in the evening can be more effective, as gatekeepers may not be as vigilant during these times.
Combine email, phone calls, and or LinkedIn messaging to increase your chances of being noticed. Different channels can sometimes complement each other.
Offer something of value before asking for a meeting. This could be sharing a relevant customer metric, a whitepaper, or an informative blog post. This demonstrates your willingness to help and provides a reason for the new POC to take a meeting.

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