When trying to contact these decision makers, you may run into “gatekeepers”—human resource departments, secretaries, administrative assistants, answering machines or voice message systems, and other people or systems that may limit your access to the decision makers. Use the space below to list some of the gatekeepers in your profession:

The function of gatekeepers is usually not to hire but to screen, so while it’s important to make a good impression on the gatekeepers, it’s even more important to make a good impression on the decision maker. The following techniques will help you reach the decision maker:

• Avoid calling during hours when the decision maker is unlikely to be available (after business hours, during the lunch hour, and so on).

• Use names: the decision maker’s, yours, a common acquaintance, or the source of the referral.

• Be gently persistent.

• Speak with confidence; believe you have something they need.

• Lower the pitch of your voice. (Highpitched voices sound more nervous and less confident.)

• When speaking with gatekeepers, use your name with confidence so that they will feel that the decision maker will want to speak with you.

Read the following dialogue in which a job seeker uses some of these guidelines so that

she can speak with the decision maker. (In this example, the job seeker already knows the

decision maker’s name.) Receptionist: Hello, this is Carver Industries. May I help you?

Job seeker: My name is Michelle Wood. May I speak with Mr. Thompson?

Receptionist: He’s out of town this week. Would you like to leave him a message?

Job seeker: I have a question about your computer system. Can I talk with someone who works with Mr. Thompson and knows about the equipment?

Job seeker: No, thank you. I will call her back. What is her extension?

Job seeker: When is the best time to reach her?

Job seeker: Thank you for your time. You have been very helpful.