We don’t want to be your friend. We’re hired to protect the overwhelmed.

Flowers die and I don't like Starbucks, make mine a Dunks.

Thanks for the tips.

I guess it's implied in part (particularly in your mention of rewards etc) but I'd be inclined to stress the great importance of being prepared to spend some time just chit-chatting with a gate-keeper as you would any colleague ("Any plans for the weekend?", "Taken any holidays yet?" etc).

Too often, we're so keen to get to our target that we try to rush past the gatekeeper. I've made myself invaluable allies when I build rapport based on a genuine interest in the person behind the reception desk.

Simple things like greeting them by name on follow-up calls and visits also goes a long way and relating back to previous exchanges also goes a long way ("So how did your trip to Paris work out?" etc)

great tips. Your second bullet on 'mindsets' is interesting. Time and again senior managers regard good PAs as 'gold-dust'. PAs are trusted - not just to run the office diary, but also the home diary, too. In fact, if the boss is in business for herself, then these two diaries are one and the same. So, acknowledging a busy life inside and outside the office is a good approach.

Mick

Very helpful points for working with gatekeepers. In my experience, I found it most useful to approach the 'targets' through a prior meeting in a seminar, workshop or conference. I don't know why it works but I have seen this at least results in a meeting with a target herself or a reference.

Narayanan

I completely agree with your points. Another great tool when used properly is Jigsaw.com - this tool allows you to find the right contacts at companies and buy or trade contact info. When I say "when used right" it’s because this can be EXTREMELY annoying if abused. Using Jigsaw allows you to get around the gatekeeper completely, and connect with the person you are trying to reach with their direct email and phone number. I strongly suggest reaching out to them using LinkedIn first though, and let them know why they should connect with you. Once they have gotten back to you, added you as a connection or indicated they might be somewhat interested in what you have to say, then and only then feel free to send an email. If you do it right, you will likely be directed to the “gatekeeper” to arrange a time to set up a phone call or book in a meeting with them. You must be patient though, offer value in every communication and make them want to talk to you… 2 years from now you might be presenting at a conference and they come up to find you! The long term gains of building real relationships based on NEA and WGYB principals will far outweigh the commision of today.

And yes – always treat the gatekeeper with respect! The EA of today can easily become the VP of tomorrow… A Starbucks Gift Card to thank a gatekeeper can go a long way… Even Ari Gold listens to Loyd once and a while;-)

Kent

Great advice.

Actually, I depend on trusted advisors as referrals to find clients, lawyers, accountants, bankers and insurance agents. I never really thought of them as gatekeepers but they are, and I really need to change my "networking activities" with them a "gatekeeper presentation of value" with them.

Thanks for the insight

good points !

By the way: I liked both your TED-like presentation and workshop at the NSA convention in Phoenix very much and it was also good to shake hands afterwards.

I would like to add two tools that can help people:

1) use LinkedIn to find the way to the people you want to reach. In this way you might be introduced to this person directly and don't have to deal with a gatekeeper at all.

2) if you already have had contact and have exchanged some emails, but can't reach your contact by phone, use the free Outlook addin Xobni to help you. One of the features is that it shows graphically when someone sends emails to you. These are the times that you can reach someone.

Jan

Founder of Networking Coach and author of "Let's Connect!" and "How to REALLY use LinkedIn"