Why Getting Past the Gatekeeper in B2B Telemarketing Matters
Unless you’re lucky enough to have a direct line to every decision-maker, you’ll need to navigate the gatekeeper first. As the person who decides which calls reach the right people, the gatekeeper can make or break your chances of success.
Almost every salesperson has their own tricks, but at Blue Donkey, we’ve developed a set of proven methods that allow our teams to win trust, keep conversations authentic, and consistently get through to the people that matter.
1) Speak With Authority and Confidence
The way you sound is often just as important as what you say. If your tone communicates hesitation or “I’m selling something,” the gatekeeper will likely block you. If your tone conveys confidence, professionalism, and relevance, they’re more likely to pass you through.
✔ Visualisation techniques can help: picture the gatekeeper as a collaborator, not an obstacle, before you pick up the phone.
✔ Keep your voice steady, positive, and professional—never rushed or defensive.
Remember: building trust starts with the very first word.
2) Don’t Pitch to the Gatekeeper
While you’ll need to share some context, avoid pitching to the gatekeeper. Too much detail can tempt them to make a decision on the buyer’s behalf—or worse, attempt to relay your pitch instead of transferring the call.
Keep it brief, respectful, and clear: your call is for the decision-maker, not them.
3) Use the Right Language
Phrasing matters. Instead of asking for the person who “deals with” HR, accounts, or buying, request to speak with the person “responsible for” or “in charge of”.
This subtle change signals authority and ensures you’re connected with someone empowered to take decisions.
4) Avoid Leaving Messages
Leaving voicemails or messages with reception means giving away control. If your call isn’t returned, it becomes harder to justify following up. A polite, professional re-try at another time is almost always more effective than leaving a message that may never reach the right person.
5) Stay Compliant and Professional
Getting past the gatekeeper isn’t just about technique—it’s about doing things right. Always check your data against TPS/CTPS lists and ensure your calls are compliant. Professionalism protects your brand and builds credibility, even if you don’t get through on the first attempt.
For more, see the ICO’s guidance on telemarketing compliance ✅ (live and trusted).
Related Reading
“How do we comply with the rules on live marketing calls?” on the ICO site.
This is the official, current guidance regarding live telemarketing compliance, including TPS/CTPS obligations and direct marketing rules. It’s a perfect fit to reference alongside your point on permission.
FAQs on Getting Past the Gatekeeper in B2B Telemarketing
1. Why is getting past the gatekeeper in B2B telemarketing is important?
Because they decide which calls reach decision-makers. Winning their trust ensures your proposition is heard by the right people.
2. Should I ever pitch directly to the gatekeeper?
No. Provide only essential context—keep your detailed value proposition for the decision-maker.
3. How can I improve my chances of success?
Speak with confidence, use professional phrasing (“responsible for” not “deals with”), avoid leaving messages, and always remain compliant.
