Recently, I had a great experience finding out about a young man while working with one of my consulting business client’s. Out of confidentiality to the company and the individuals involved, I’ll use false names in this story telling.
Let’s call him “Marcus” who was a relatively new sales employee for a small B2B company. For eight months, Marcus had been trying to land “XYZ & Co.”, a mid-sized manufacturing firm run by a notoriously unreachable Supply Chain Manager named “Patricia”.
In speaking with his supervisor, I found out that Marcus had been hung up on so many times that he’d started rating the hang-ups. A click before he finished his name? Two stars. An icy “Not interested” followed by silence? Three stars. Believe it or not, one woman had simply placed the receiver next to her printer and walked away. That one got five stars and a personal note in his journal.
But his efforts with contacting Patricia were truly a journey of persistence. He’d sent emails, mailed handwritten letters, and once, in a moment of questionable judgment, left a voicemail that included a brief coughing fit. The reply was a restraining order… just kidding.
But Marcus had something his rejected colleagues lacked. He had done his research on the company and had a notebook. Every “no” became a clue. Too eager on Monday mornings. Too vague on pricing. Too formal in tone. He adjusted, refined, and kept showing up, not like a pest, but like someone who genuinely believed he could solve Patricia’s problem better than anyone else. Because he could.
On attempt number thirty-one, yes, he counted, Patricia’s assistant was out sick and Patricia picked up herself. Marcus, surprised and oddly calm, skipped his script entirely and simply said, “I know you’re busy. I just want 10 minutes to show you why your competitors are beating you on delivery costs.” There was a pause. Then: “Fine. Tuesday. Ten o’clock.”
Marcus actually closed the deal within the next 2 weeks. He also sent Patricia’s assistant a very nice get-well card.
There are many ways that a more value added, professional approach could have supported Marcus. However, he followed the definition of persistence: firm continuance in a course of action in spite of difficulty or opposition.
This situation got me thinking about persistence and consistency. Sometimes rejection is just redirection in disguise. Every closed door teaches you something, if you’re paying attention.
The only guaranteed loss is the call you never make.
– Ready To Align