Gatekeeper Cold Calling Script
The exact gatekeeper script that gets you through to decision makers 35% of the time. Includes word-for-word openers, objection handlers, and tactics from top B2B sales reps.
1The Opener
Hi, this is {{your_name}} calling for {{decision_maker_name}}—is {{he_she}} available?
[If asked who you are or what company:]
I'm with {{your_company}}. We've been working with {{reference_company}} on their {{pain_point_area}} and I need to speak with {{decision_maker_first_name}} about something similar. Can you put me through?2Discovery & Pitch
[If asked "What is this regarding?"]
Great question. I'm reaching out about {{specific_topic}}—{{decision_maker_first_name}} will know what this is about. Can you connect me?
[If asked "Is {{he_she}} expecting your call?"]
Not specifically today, but I've been trying to reach {{him_her}} about {{pain_point_area}}. I just need 30 seconds of {{his_her}} time. Can you put me through?
[If asked "Can you tell me more so I can pass along a message?"]
I appreciate that—but honestly, this is something I need to discuss directly with {{decision_maker_first_name}}. It's about {{specific_topic}} and how companies like {{reference_company}} are handling it. What's the best time to reach {{him_her}}?
[If gatekeeper offers to take a message:]
I'd appreciate that. Here's my message: "{{your_name}} from {{your_company}} called regarding {{brief_pain_point}}. I'll try back on {{day}}." My number is {{your_phone}}. Can you read that back to me?
[Alternative approach—befriend the gatekeeper:]
Actually, before you transfer me, can I ask you something? You probably have a better pulse on what's going on there than anyone. Is {{pain_point_area}} something that's on the radar for {{their_company}} right now, or is there someone else I should be talking to?3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
No problem—I know how busy {{decision_maker_first_name}} is. What time does {{he_she}} usually get out of meetings? I want to make sure I catch {{him_her}}. [Get specific time] Perfect, I'll call back at {{time}}. Who should I ask for when I call back?
4Closing Options
Can you put me through to {{decision_maker_first_name}} for 30 seconds?
I know {{he_she}}'s busy—but this will only take 30 seconds. Can you connect me?
What's the best time to reach {{decision_maker_first_name}} directly? I'll call back then.
Can I have {{decision_maker_first_name}}'s direct line so I can try back later?
Voicemail Script
Hi {{decision_maker_name}}, this is {{your_name}} with {{your_company}}.
I'm calling because we've been helping companies like {{reference_company}} with {{pain_point_area}}, and I wanted to see if it's relevant for {{their_company}}.
I'll try you again on {{day}}, but if you want to reach me sooner, my number is {{your_phone}}. That's {{your_phone}}.
Thanks {{decision_maker_first_name}}—talk soon.Variables to Customize
{{your_name}}Your first and last name{{your_company}}Your company name{{decision_maker_name}}Full name of the person you're trying to reach{{decision_maker_first_name}}First name of the decision maker{{he_she}}Appropriate pronoun (he/she/they){{him_her}}Appropriate pronoun (him/her/them){{his_her}}Appropriate pronoun (his/her/their){{their_company}}The prospect company name{{reference_company}}A similar company you work with{{pain_point_area}}The problem area you solve{{specific_topic}}Specific topic to discuss{{brief_pain_point}}Brief description of the pain point{{day}}Day you'll follow up{{time}}Time for callback{{your_phone}}Your callback numberPerfect For
- B2B sales reps calling into mid-market and enterprise accounts
- SDRs prospecting into companies with professional gatekeepers
- Account executives doing their own prospecting
- Sales teams targeting C-suite executives
- Anyone calling into companies with receptionists or executive assistants
- Teams selling high-value solutions requiring decision-maker buy-in
Not Ideal For
- Small businesses without gatekeepers
- Companies with direct-dial or mobile-first contact strategies
- Very early-stage startups with simple sales processes
- Transactional sales with low deal values
- Companies where the gatekeeper IS the decision maker
Pro Tips
Call early (before 8:30am) or late (after 5pm)—decision makers often answer their own phones outside business hours
Speak with confidence and authority—gatekeepers are trained to filter out hesitant callers
Use the decision maker's first name like you know them—it signals familiarity
Never lie about who you are, but don't over-explain either. Keep it brief.
If you get the gatekeeper's name, use it throughout the call. It builds rapport.
Ask gatekeepers for help—'Can you help me out here?' works surprisingly well
If blocked, ask for the decision maker's voicemail or direct line for next time
Keep a log of gatekeeper names and use them on follow-up calls
Common Mistakes
Being too polite or apologetic—it signals that your call isn't important
Explaining too much to the gatekeeper—keep it brief and authoritative
Asking 'Is {{decision_maker_name}} available?' instead of stating you need to speak with them
Getting flustered when challenged—stay calm and restate your request
Lying about having a relationship or previous call—it destroys trust
Arguing with the gatekeeper—they're doing their job
Giving up after one attempt—most decision makers are reached after 3-5 calls
Not noting the gatekeeper's name for future reference
Practice Exercises
Role-play gatekeeper scenarios with a colleague playing a tough gatekeeper
Practice delivering your opener in under 10 seconds with confidence
Drill responses to the top 5 gatekeeper objections until they're automatic
Record yourself and listen for hesitation or filler words
Practice the 'befriend the gatekeeper' approach until it feels natural
Time yourself—if you're talking for more than 15 seconds without a pause, you're saying too much
Tone & Delivery
Confident, direct, and friendly—but not pushy. You're calling with something important, not asking for a favor. Speak like you belong. Don't rush, but don't over-explain. The gatekeeper's job is to filter calls—your job is to convey that yours is worth putting through. Match the gatekeeper's energy: if they're formal, be professional; if they're casual, lighten up a bit.
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