The list of best practices and approaches regarding telemarketing is quite a lengthy one. One way to ensure a call is not a success, however, is a negative interaction with the gatekeeper who initially answers. Making a positive impression on these gatekeepers—often personal assistants or switch board operators—is crucial, as they typically have near complete control of whether the caller will be able to reach a decision maker.

Your agent’s window for being transferred to a decision maker is often fairly short, as the gatekeeper is likely quick to dismiss your inquiry and unwilling to listen to a lengthy pitch. Keeping this in mind, your representatives must strike a delicate balance between quickly and clearly outlining the benefits of your service without seeming rushed or edgy.