The gatekeeper
The situation
A receptionist, office manager or dispatcher answers. They are doing their job. Never disrespect them, never lie, never pretend you know the owner.
What it actually means
This is not rejection, it's a filter. Your goal shrinks to one thing: reach the right person while sounding calm, professional and legitimate.
How it sounds
ABC Heating, Sarah speaking.
Hi Sarah — Mike, please.
What is this regarding?
It's regarding the financing options for the business. Is Mike the person who handles that?
It answers her question without a pitch, and verifies you're chasing the right person at the same time.
- — Launch into the full pitch.
- — Say "it's personal" when it isn't.
- — Be short with her.
The difficulty ladder
Easy — say thank you and stop talking.
Answer briefly, verify the contact, don't over-explain.
Respond, don't just accept and hang up — ask when he's usually reachable, or whether she handles financing herself.
Find out whether she actually knows that or is screening you: "Fair enough — has he looked at financing options recently, or is that a standing no?"