✅ How to Get Past the Gatekeeper Using the Accounts Receivable Strategy (Utility Audit Calls)
When you’re cold-calling for Utility Audits, getting past the gatekeeper is half the battle. Most gatekeepers are trained to block salespeople, protect the boss’s time, and filter anything that sounds like a solicitor.
That’s why the approach below works so well — it reframes the purpose of your call in a way that gatekeepers naturally accept.
✅ 1. Ask for Accounts Receivable (Not Accounts Payable)
This one psychological shift can completely change your success rate.
Most callers ask for Accounts Payable, because A/P is the department that pays the bills — it feels logical, but it’s also a red flag for gatekeepers. Anything related to bills, vendors, or outside services usually triggers questions, resistance, or interrogation.
Instead, ask for:
“Can you transfer me to Accounts Receivable?”
Here’s why this works:
✅ Why Accounts Receivable (A/R) Gets You Through the Gatekeeper
- Accounts Receivable (A/R) receives payments, so gatekeepers assume you may be calling to make a payment.
- That means you’re not a threat.
- You’re not asking for the boss.
- You’re not selling anything (in their mind).
- You’re not trying to collect anything.
- You’re not bringing a problem.
When the gatekeeper thinks you’re calling to give money, not ask for something, the guard drops completely.
Most will transfer you without hesitation and without questions.
This bypasses 80% of the blocking you normally get.
✅ 2. Once Transferred: Disarm Them Instantly
When you reach Accounts Receivable, you now have a real human on the line — usually someone friendly, helpful, and used to problem-solving. They’re rarely confrontational.
Instead of introducing yourself like a salesperson (bad frame), use this line:
“I don’t recall having spoken with you in the past. Are you new there?”
✅ Why this Works
This line does three powerful things at once:
- It removes suspicion
You’re not pitching anything yet. You’re not making demands. You’re simply checking your memory. It feels natural. - It creates rapport instantly
People love talking about themselves — especially if they’re new and proud of their new role. - It makes them want to help you
Their answer reveals their personality:- Friendly?
- Guarded?
- Helpful?
- Rushed?
By listening to how they respond, you can predict whether they’ll help you get to the decision-maker.
✅ 3. Use Their Helpful Nature to Get What You Want
Accounts Receivable reps tend to be:
- Organized
- Sharply aware of internal contacts
- Eager to be helpful
- Not trained to block calls
So leverage that to your advantage:
✅ Your Goal From Accounts Receivable (A/R)
You’re not trying to sell THEM anything.
You’re simply using them as a guide to the right person.
Examples:
“Who handles the utility accounts over there?”
“Who typically reviews your power and gas statements?”
“Whose name is on the main utility bill?”
“Who oversees your facilities or purchasing?”
These questions feel harmless, normal, and administrative — not “salesy.”
They will almost always:
✅ Give you the name
✅ Transfer you
✅ Or tell you the best time to reach the boss
✅ 4. Why This Approach Works So Powerfully
This entire strategy is based on psychology, not pushiness.
✅ Gatekeepers block problems, not payments.
Accounts Receivable (A/R) feels like payments → they send you through.
✅ Accounts Receivable (A/R) is not trained to defend the boss.
They’re trained to manage internal money flow, not filter calls.
✅ You sound familiar, not foreign.
The “Are you new there?” question makes you feel internal, not external.
✅ People help people who sound like they belong.
The more you sound like someone who has been involved before, the easier the path becomes.
✅ 5. A Sample Flow
Step 1 — Gatekeeper
You:
“Hi, can you transfer me to Accounts Receivable?”
✅ 80% chance they transfer you immediately
Step 2 — Accounts Receivable (A/R) Rep
You:
“Hey, I don’t recall having spoken with you before. Are you new there?”
✅ Disarms them
✅ Builds rapport
✅ Makes you feel familiar
Step 3 — Transition to the Ask
Option A (Direct):
“I’m working on a report for the owner and need the most recent electric bill. Can you help me with that?”
Option B (Indirect):
“I’m trying to reach the person who handles your electricity and natural gas accounts. Who would that be?”
Step 4 — Let them help you
Let them give you their email to send the secure link to upload a copy of the electric bill.
Let them name the person.
Let them transfer you.
Let them guide you to the decision-maker.
✅ 6. Why This a Great Strategy
This strategy:
✅ Reduces gatekeeper resistance by 50–70%
✅ Gets Agents/Brokers to the decision-maker faster
✅ Creates higher contact rates
✅ Creates less stress for the caller
✅ Makes the process feel natural and conversational
It’s also scalable and works in every state and every market.
CLICK HERE to Download PDF of Accounts Receivable Strategy