If your lead has a gatekeeper who picks up the phone (e.g. a secretary who tries to block you from connecting with their boss:
- Do NOT forget to mention that your lead knows who you are and that this isn’t a cold call.
- Always be friendly to the gatekeeper! No matter what.
- Ask the gatekeeper about your lead’s availability.
- If your lead is a small company with less than 5 employees, become friend with your lead’s gatekeeper. You’ll be amazed. Gatekeepers can help you close deals in some cases!