SDR gatekeeper script: five replies for five questions
A gatekeeper is the person who answers before your buyer does. Treat them as a colleague with useful information. Your goal is small. Get the right name, a direct line or a better time.
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Three rules
- Be polite and brief. Say who you are in one sentence.
- Ask for help, not for access.
- Never pretend to know the buyer personally.
Five replies
"Who is calling?" "It's Alex at Acme. I'm calling for Sam Patel in finance."
"What is it about?" "Supplier payment approvals. I have a short question for Sam. Is Sam the right person, or is someone else closer to it?"
"Send an email." "Happy to. Which address works best for Sam? And when does Sam usually read email?"
"Sam is not in." "Thanks. When is the best time to catch Sam? I'll call then."
"We don't take sales calls." "Understood. Who looks after supplier payments, so I send this to the right person?"
Each reply ends on a question. A question gives the gatekeeper a simple job.
See inside
What to record
- The name and role of the gatekeeper.
- The direct line or email format they gave.
- The time they suggested.
Note these in the CRM. The next call opens with "Jo suggested I call at nine".
Check your own
- Listen to five calls that ended at the gatekeeper.
- Mark whether the rep said the buyer's name, gave a reason and asked one question.
- Share one good example in the weekly 1:1.
See also the cold call script, the opening lines and the voicemail script.
Next step: score the calls with the free SDR call scorecard.
Questions
How should an SDR get past a gatekeeper?
Ask for help finding the right person. Give your name, a one-line reason and a question. Do not argue or push.
Should an SDR say what the call is about?
Yes, in one short line. A vague answer sounds evasive and invites a refusal.
What if the gatekeeper refuses to connect me?
Ask who owns the topic and when they are free. Then call back at that time.
Also: cold call script for agencies.
Related guides
SDR cold call script
Opener, reason, question, three objection replies and a voicemail.
SDR voicemail script
Four parts and three examples, each under 20 seconds.
SDR coaching framework
A weekly rhythm, call reviews and a simple coaching scorecard.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.