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Part IV: Bell-Ringing Telephone Techniques > Cultivating the Gatekeeper

Chapter 17. Cultivating the Gatekeeper

Next to meeting face-to-face, the telephone can be an unbeatable networking tool—provided you can get past the gatekeeper.

Unlike e-mail, which 96% of executives read and respond to personally, [2] almost all business people rely on a gatekeeper to screen their incoming phone calls. In some cases, two screeners—a receptionist and an executive assistant—determine which calls get through.

[2] International Association of Administrative Professionals (IAAP) and The ePolicy Institute Online Poll, January 23, 2002.


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