07 Oct 2009


There is something to be said for perseverance. Whether in a sales role or maybe in a romantic situation. Books, seminars, training classes are quite abundant on the subject and for good reason. Perseverance can get you a long way. It can close that sale or persuade that woman (or man) to finally go out with you.

BUT, there is a limit.

During my daily duties, I am solicited by many sales professionals who are legitimately working hard to sell me a product/service that they believe in and are passionate about. Usually, they are contacting me by phone (and if you have read my past posts about telemarketers, you know how I feel. If you haven’t, check it out here).

There are times, however, when I am unable to accept their call or I do not have an answer for them on a follow up call. This is where their perseverance can pay off. Keep calling. Eventually, you will reach me and I will have an answer.

There is a limit. I have been approached by a specific company to purchase ad space from them on their website. They have been pitching me for years and I haven’t bought a thing. They call me at least 1-2 times per week and I never answer. The reason: they have gone beyond what I feel are ethical business practices.

First, when they call now they say they are calling on behalf of a certain trade organization. Technically they are, but it isn’t entirely true.

Second, they have several different people call instead of the same telemarketer. Do you really want to sell me space once or over the life of my employment here? A more consultative approach would make a much more suitable tactic in my eyes. Coach me on how to pitch their ideas to my superiors…..that would definitely peak my interest…..

Third, (and the most annoying) they have searched the net and found my PERSONAL email address and are now sending spam. So, not only do I get phone calls and email at work, I am now receiving emails on my hotmail account. That doesn’t instill too much trust in me. If they start calling my personal phone, I will definitely start to freak out!!!

Build trust. Provide something of value. Be honest.

Words to live by.


Adam is a graduate of Colorado State University (bachelor’s degree in marketing), and he has experience on both the client and agency side of the marketing world. These experiences led him to come up with a unique, more efficient business model, which he’s incorporated into Encite Marketing. Adam sets the strategic direction for all Encite projects, developing integrated marketing campaigns that bring results. He takes a consultative approach with clients, educating them about how the process works, and keeping them in the loop about end goals, steps, and tasks.