"What's this regarding?" — gatekeeper — how to handle it (with example)
"What's this regarding?" — gatekeeper
Who you're talking to: Front desk at a mid-size company.
This objection is usually a reflex, not a decision. The goal isn't to "overcome" it — it's to stay calm, keep the conversation human, and earn one more answer.
Example exchange
Rep: Hi, could you put me through to Dana Lopez?
Gatekeeper: What's this regarding?
Rep: It's about how her team handles inbound lead routing — I'm Sam, from Relay. Is she the right person for that or would that be someone else?
Gatekeeper: That'd be Dana. One sec.
The reply framework
- Be brief and plain — sounding evasive gets you blocked.
- Name a topic, not a pitch.
- Ask the gatekeeper for help routing.
Common mistakes
- Defending or pitching harder the moment you hear it.
- Asking "why?" in a way that sounds confrontational.
- Ending the call without a next step or a specific time.
Practice it out loud
Reading a script isn't the same as saying it while someone pushes back. Run this exact scenario with an AI prospect who reacts like a real person — including hanging up if your reply falls flat — and get a scored report afterward.