Six Techniques to Bypass Corporate Gatekeepers

HIDDEN JOB MARKET SECRETS by Debra Feldman 

Correct technique and good manners turn interactions with corporate gatekeepers from frustrating to fruitful. Gatekeepers are not meanies; they are their bosses' designated agents charged with limiting unnecessary, potentially wasteful interruptions and unexpected interference that may impede bosses' workflow or productivity.

Any unsolicited, meaning uninvited, inquiry requires screening. If you don't know the boss, then you have to show the gatekeeper that it is safe to give you an appointment, schedule a meeting, provide an email address, switch you to voice mail, and ultimately contact the person they are in charge of protecting from annoyances, interruptions, risks, etc.

The gatekeeper uses criteria developed to evaluate requests. If you pass the test, you are get passed on to the next step. If you fail the screen, you are turned away.

The value proposition or reason that you initially present to the gatekeeper has to satisfy predetermined needs or be intriguing enough to captivate his or her attention, allowing you the opportunity to elaborate on your interest and justify your request as an exception. First impressions do count, for everything!

Here are six ways you can increase the odds that gatekeepers will grant you access. Start with the mindset and operate from the premise that the gatekeeper is not an enemy but, like yourself, a professional trying their best to fulfill an assignment, keep the boss happy, and get some reward for a job well done.

1. Offer a low-risk, high-reward situation. Do your homework. Plan your presentation so it is clear, compelling, and engaging. Pique the gatekeeper's curiosity. ALWAYS be courteous and very patient. Value the gatekeeper’s time because they certainly do. Address the gatekeeper by name and don’t forget to ask if he or she has a few moments to talk. Don’t charge in with your pitch even if you are tempted to get your chance. Instead, listen to them and take a clue if they are hassled or distracted; this is probably not a good time for an “ask.” Better if you request permission to email a note or call them back at a specific time that’s more convenient for them. This is not your last chance; you know that you have the correct contact information and can try again for the desired outcome.
2. Convince the gatekeeper that there is no reason not to offer you an appointment. The gatekeeper is balancing two competing choices: granting too much access to the wrong people and being too restrictive and thereby excluding individuals that the boss would want to meet. Her job depends on how well she interprets the screening criteria. If the gatekeeper believes it would be more detrimental to keep you out than to let you in, you have won a connection! 
3. The more interaction you have, the more invested the gatekeeper becomes in a relationship. That relationship, by the way, contributes to a desire to help you and be a part of your success. So speak respectfully, be polite. Make small talk. Ask the gatekeeper about their day or how the weather is. The point is to ingratiate yourself so that your proposal sounds attractive. Be likable and you'll command attention, intrigue the listener and then be able to communicate your purpose in calling, explain your value, engage in a friendly dialogue, and be offered the opportunity to make your presentation, send your pitch, leave a call back number, etc.  
4. Follow the gatekeeper's instructions, cooperate, and be pleasant. Not only does your concept have to satisfy the gatekeeper’s needs, but your personality has to be a fit to the corporate culture and their own personality. If he asks you to email your request, don’t decline or try to just talk on the phone because it is easier for you. You have accomplished a very important task; the gatekeeper wants to hear from you! Follow up within 24 hours or less before you are forgotten. Don't be argumentative. Smile as you speak—it will come through in your voice. Your demeanor tells him that you are not a troublemaker or pest. If you are not cooperative  and that means you are a “difficult” contact, he may conclude that you are not worthy of the boss's time and sabotage your request. Be patient and helpful. This gatekeeper may be your new boss's administrator or even your own right hand someday! 
5. Gatekeepers can be your personal liaisonand advocate. They can warm up the boss on your behalf and facilitate what would otherwise be the impossible. If you can win the gatekeeper's support, he can become your ally by squeezing an appointment for you into a tight calendar, talking you up to the boss, or giving you hints to help your meeting be more positive. If your encounter with the gatekeeper is unprofessional then reconsider your next step. If the boss condones unprofessional behavior, you have better options and your efforts will be more productive elsewhere, for now.  
6. Timing is critical. If you don't succeed, try, try, again. Patience and persistence are the rule. Make your own luck. Don't be discouraged if your first approach isn't wholeheartedly embraced. Regroup, and after an appropriate interval attempt another connection, revise your presentation, enhance your value proposition, and use different timing. Perseverance and creativity pay off. Follow-up is essential to making progress.

Debra Feldman is the JobWhiz™, a nationally recognized executive talent agent and job search expert who implements swift, strategic, customized senior level job search campaigns personally making live C-level and board member introductions. She accelerates hiring offers and delivers inside contacts providing “career insurance” to last a lifetime. Her gift for Networking Purposefully™ banishes employment roadblocks, expands inside connections and leverages virtual relationships to access viable leads in the hidden job market. Learn more about her groundbreaking techniques that eliminate gatekeepers and put you in control again. Contact Debra now at www.JobWhiz.com to expedite your professional ascent!