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Objection GuideApril 20, 20265 min read
How to Handle 'I'm Not the Decision Maker'
Gatekeeper response.
decision-makergatekeeperintroResponse Playbook
- 1.Thank them. "Appreciate you letting me know."
- 2.Ask for intro. "Would you mind forwarding to [decision-maker] or introducing me?"
- 3.Make it easy. "I can reach out directly - what's the best way to get in touch?"
- 4.Give them an out. "Or I'm happy to send a one-pager you could pass along."
Not the right person: handle not the right person. Finding right contact: right person. Reply from wrong person: reply from wrong person.
Don't Give Up
\"I'm not the decision-maker\" means you reached someone. That's progress. Get to the right person. One intro or one name - that's all you need.
FAQ
Should I ask who the decision-maker is?
Yes. "Who handles [X]?" or "Who would I talk to about this?" They often tell you. Then ask for intro or permission to reach out.
What if they won't intro?
Find the contact yourself. LinkedIn, website. Reference your prior exchange. "I spoke with [Name] who suggested I reach out."
Is the gatekeeper valuable?
Yes. They can advocate. Don't dismiss them. Thank them. They might influence the buyer. See why your best reply came from the wrong person.