The gatekeeper hangs up. Again. You dial the next number, palms sweating, knowing you’ll probably get rejected within 10 seconds.
Cold calling is brutal when you don’t have a system.
But here’s what most sales training won’t tell you: getting past the gatekeeper isn’t about tricking them. It’s about sounding like you belong there.
This guide gives you 7 proven scripts that actually work—because they’re based on social psychology, not manipulation.
Why Gatekeepers Block You
Gatekeepers—receptionists, assistants, office managers—have one job: protect their boss’s time.
They’re trained to filter out:
- Salespeople
- Recruiters
- Anyone who sounds uncertain or scripted
- Anyone asking “Can I speak to…”
The moment you sound like a salesperson, they shut you down.
So how do you get through?
You don’t sound like a salesperson.
The Psychology Behind Bypassing Gatekeepers
Gatekeepers use pattern recognition. They hear hundreds of cold calls. They know what salespeople sound like:
- Overly polite: “Hi! How are you today?”
- Asking permission: “May I speak with…”
- Using full names: “I’m looking for John Smith”
- Vague purposes: “I just wanted to touch base”
To bypass them, you need to break these patterns.
Pattern Break #1: Sound Busy
Important people don’t have time for small talk. They get straight to the point.
Pattern Break #2: Use First Names Only
Colleagues use first names. Salespeople use full names.
Pattern Break #3: Assume You’ll Get Through
Don’t ask for permission. Act like you belong.
The 7 Scripts That Work
Script 1: The Assumptive Transfer
How it works: You assume they’ll transfer you without asking permission.
Gatekeeper: "ABC Company, how may I help you?"
You: "Hey, John please."
Gatekeeper: "May I ask what this is regarding?"
You: "Yeah, it's [Your Name]. I'll be quick."Why it works:
- “Hey” is casual, not sales-y
- First name only suggests familiarity
- “I’ll be quick” acknowledges their time
- No asking for permission
When to use it: When calling SMBs or when you have a referral
Script 2: The Colleague Approach
How it works: Sound like an internal colleague or partner.
Gatekeeper: "Good morning, XYZ Corp."
You: "Morning! Can you put me through to Sarah in Marketing?"
Gatekeeper: "Who's calling?"
You: "[Your Name] from [Your Company]."Why it works:
- “Put me through” is directive, not asking
- Mentioning their department adds specificity
- Brief responses sound busy and important
When to use it: When calling larger organizations with multiple departments
Script 3: The Callback Technique
How it works: Imply you’re returning a call (but don’t lie).
Gatekeeper: "This is Acme Inc."
You: "Hi, I'm trying to reach Mike—is he available?"
Gatekeeper: "What is this in reference to?"
You: "We've been trading emails about [specific topic]. Is now a good time to catch him?"Why it works:
- “Trading emails” suggests existing communication
- Specific topic makes it sound legitimate
- You’re checking if it’s a good time, not asking for permission
When to use it: After you’ve sent an email (so you’re technically being truthful)
Script 4: The Direct Question
How it works: Ask a question only the decision-maker can answer.
Gatekeeper: "How can I help you?"
You: "I need to ask someone a quick question about your [specific process/system]. Who would handle that?"
Gatekeeper: "That would be Jennifer."
You: "Perfect. Can you transfer me?"Why it works:
- You’re not asking for the decision-maker by name
- You’re asking who handles a specific function
- They tell you who to speak with
When to use it: When you don’t know the exact person but know the department
Script 5: The Voicemail Bypass
How it works: Call outside business hours to get voicemail, then call back and reference it.
[Call at 7 AM or 6 PM, leave voicemail]
"Hi David, this is [Your Name] from [Company]. Quick question about [specific topic]. I'll try you again, but you can reach me at [number]."
[Call back during business hours]
Gatekeeper: "May I ask what this is about?"
You: "I left him a voicemail earlier about [topic]. Just following up."Why it works:
- You DID leave a voicemail (you’re not lying)
- “Following up” implies existing communication
- Gatekeepers often transfer follow-up calls
When to use it: For high-value prospects who are hard to reach
Script 6: The Peer Reference
How it works: Reference someone else in the company.
Gatekeeper: "Who may I say is calling?"
You: "[Your Name]. I was speaking with Tom in Operations, and he suggested I connect with Lisa about this."
Gatekeeper: "What is this regarding?"
You: "[Specific business issue]. Tom thought Lisa would be the right person."Why it works:
- Internal referrals get priority
- Gatekeepers rarely verify internal recommendations
- You sound like part of their ecosystem
When to use it: After you’ve spoken with anyone in the company (even briefly)
Script 7: The Authority Bypass
How it works: Sound senior and important.
Gatekeeper: "What is this call in reference to?"
You: "It's [Your Name] calling for Rachel. She'll know what it's about."
[Pause. Don't elaborate.]
Gatekeeper: "Okay, one moment."Why it works:
- “She’ll know what it’s about” implies existing relationship
- Confident pause suggests authority
- No over-explaining = you belong there
When to use it: When you’re confident and calling high-level executives
Advanced Techniques
Technique 1: Call Early or Late
Executives often answer their own phones before 8 AM or after 5 PM when gatekeepers aren’t there.
Technique 2: Use the Company Directory
If you get sent to voicemail, listen to the options. Press 0 for the directory. Find direct lines to specific people.
Technique 3: Be Polite to Gatekeepers
If they block you, don’t be rude. Say: “I appreciate your help. What’s the best way to reach them?” They might give you their email or direct line.
Technique 4: Build Gatekeeper Allies
If you’re calling the same company repeatedly, learn the gatekeeper’s name. Be friendly. They can become your advocate.
What to Say When You Get Through
Getting past the gatekeeper is only half the battle. When the decision-maker picks up, you have 5-10 seconds to earn their attention.
Opening script:
"Hi [Name], this is [Your Name] from [Company]. Did I catch you at a bad time?"
[Wait for response]
"Quick context: I work with [similar companies in their industry] to [specific outcome]. I noticed [specific trigger about their company], and thought there might be a fit. Does that sound relevant?"Common Mistakes That Get You Blocked
Mistake 1: Over-Explaining
The more you talk, the more you sound like a salesperson. Keep it brief.
Mistake 2: Asking “How Are You?”
Gatekeepers hear this 50 times a day from salespeople. Skip it.
Mistake 3: Using Scripts That Sound Scripted
Practice until it sounds natural. Record yourself and listen back.
Mistake 4: Lying
Never say you have a meeting scheduled if you don’t. Never claim you’re returning a call if you’re not. These tactics will burn you.
Mistake 5: Giving Up After One Block
If the gatekeeper blocks you, call back later. Different gatekeeper = different conversation.
The Gatekeeper Respect Rule
Here’s the most important rule: treat gatekeepers with respect.
They’re doing their job. They’re not your enemy.
If they say “He’s not available,” don’t push. Say: “No problem. When’s a better time to reach him?” or “Can you point me to his email?”
Sometimes they’ll volunteer information: “He usually checks emails in the morning” or “Try him on Thursdays.”
Your Action Plan
Pick ONE script from this list and practice it 50 times this week.
Here’s how:
- Choose the script that feels most natural to you
- Write it on a sticky note
- Make 50 calls using ONLY that script
- Track how many times you get through
- Refine based on what works
Don’t try all 7 scripts at once. Master one, then add another.
Getting past gatekeepers isn’t about magic words. It’s about sounding like you belong, being brief, and treating gatekeepers like human beings.
Do that, and you’ll get through more often than you get blocked.