MacDonald: Over promise, over deliver
November 8, 2013
As a business owner or sales professional, you may be familiar with the saying, "Under promise and over deliver."
This is a safe way to look good and impress clients. Safe is a very dangerous place to be in business. That strategy may have served you with your clients slipping into the illusion of you actually serving them as best you could. Today's business world moves at the speed of life. There is no margin for mediocrity if you want to survive.
I am going to suggest operating from a place of abundance and to over promise and over deliver.
To do this takes courage and a collaborative effort between you and your customer. In his book "Think and Grow Rich," Napoleon Hill tells us, "No two minds ever come together without thereby creating a third."
If you play it safe and "sandbag" your efforts by under promising and over delivering, you are depriving yourself and your clients of tapping into that third mind. You are being arrogant in thinking you are the only one capable in the equation of having the answers. You will only deliver on what you think is possible.
Try enrolling the brilliance of your client and the fortitude within yourself to meet your client at their brilliance. Your client may see something possible that you don't see … yet. Seek to gain their perspective. Only he who can see the invisible can do the impossible. This is the power that is created when two minds come together.
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Be bold and ask your client for the answer or solution. Can you handle holding off on always having the answer? Does your client expect you to have the quick and rehearsed answers anyway?
Perhaps they would gain more satisfaction if they arrived at a higher place of understanding through your tutelage .
When you provide an answer, your client may decide to embrace it or not. When your client comes up with the answer on their own, they own it. Use each interaction with your client to step up your game and increase your capacity to deliver even more than what you think you are capable of. Trust that you will be able to deliver on it. You are resilient, resourceful and capable of doing so. Have the faith and believe in yourself. Your clients will be glad you did.
Can you think of a more powerful marketing strategy than to be known as a provider who over promises and then actually delivers on those promises? How much more referable and successful would you be if this ability was your unique differentiator that set you apart from your competition?
Here is your challenge: With your next three prospective clients, seek to find what they would really want if they believed anything was possible. Then, together, figure out how to help them get it.
Increasing your capacity in this way will make you even more attractive to your ideal clients.
When you work with your ideal clients, it's easier to over promise and over deliver. The better it gets, the better it gets.
Make it up, make it fun and make it happen!
No. 1 bestselling author Machen P. MacDonald, CPCC, CCSC is a certified life and business coach with ProBrilliance Leadership Institute in Grass Valley, CA. He can be reached at firstname.lastname@example.org and 530-273-8000.