Greater Expectations
A lot of people lower their expectations for fear of disappointment, yes? After all, if you don’t expect much, the worst that can happen is you won’t be too disillusioned when things don’t turn out the way you expect them to, and the best that can happen is you’ll be pleasantly surprised.
What if we were to apply that principle to business? There’s this so-called “conventional wisdom”: Under-promise and over-deliver. If your customer or client doesn’t expect much because you weren’t trying to sell them the moon, then they can only be satisfied with whatever you deliver that was expected, if not pleasantly surprised that you gave them more. That seems reasonable, right?
Wrong! When it comes to marketing your product or service, if you under-promise there won’t be anybody to deliver to! Who’d be interested? No one wants to hear, “What I have to offer is okay.” They want to hear, “This’ll knock your socks off!”
I’ve heard the typical response more times than I can count. ‘Well I don’t want to promise something I can’t deliver.’ Who said anything about over-promising? We’re talking about making a big promise. And when you do it, then yeah, it’d be a great idea to keep it, so make sure it’s something you can indeed deliver.
But people understate themselves because they don’t want to appear cocky, or conceded, or because they want to be “realistic.” A lot of the time, it’s just the usual suspect at play—fear. When you make a big promise, the pressure is on to come up with the goods at the highest level.
If you put a big promise out there, it’s going to put the pressure on you in a positive way to be your best.
Today’s reality is that consumers and the marketplace are changing at lightning speed. It doesn’t take much for a prospect’s attention to go elsewhere. If you don’t tell customers why they should buy from you, but your competitors do … then guess who gets the customers?
You start by examining why you’re starting your business to begin with (Focus!). What was missing in that market that you promised to fix? What’s your product or service’s single most important attribute? What makes it unique? What emotions do you want your customers to feel when they use your product?
We have to start with expecting more from ourselves. We can do more, be more, achieve more, even if we haven’t got all the answers now. We may have let someone or ourselves down at some point before. It’s okay. We know better now, yes?
I TOTALLY agree… over promise and ulta-extra deliver!!
Yes! I believe this whole-heartedly. There is no room for modesty in a 21st century, “recession” climate in business, or in anything else. Your audience, buyer or market has a short attention span, but everyone remembers excellence! Confidence, brashness sells. And yes! You better deliver or you are toast!! Thanks T. Harv Eker, for such a great reminder to a simple, timeless principle.
That´s it! Lots of love and light and blessings! Monique Vianne
I SO AGREE! Raise our expectations and the whole world IS better! Thanks again Harv!
Great post.
Quick editing note– I think it's meant to be “conceited” rather than “conceded” in the fifth paragraph.
“If you put a big promise out there, it’s going to put the pressure on you in a positive way to be your best.”
Awesome! I've been holding back in my business because I have been so comfortable working in Corporate America. Well, I'm making so much money on a hobby turned business that I better take this to heart and FOCUS! Great post! Thanks!
Expect the best and always exceed expectations. Great post. Thanks Harv. God bless you more!
Capture and hold someones attention is hard indeed. You are right about putting pressure on yourself as well, it helps to do your best.
Fear of disappointment, fear of rejection, fear of failure – we all have them, it's in our genes overcome them and you will be more successful than anybody else you can think of!
Greg
Talk about ways to grow yourself… Make a big promise, then HAVE to deliver! I can imagine how I may be challenging myself and that brings up some fear, doubt, and worry. On second thought, I'm a warrior, and I succeed in spite of anything. Dear future customers, expect the moon! 🙂
This one's a B-I-N-G-O for me. Too much focus on the over delivery and not enough on the results (pre sale) can truly leave us on the outside looking in which we really dislike!!
Thanks Harv (like always)
Worrying is using your imagination to create something you don't want.
Think BIGGER than your customer's expectations. You can deliver just plan “old value” or your it can deliver something that's so over valued they think your crazy to be giving it away at this price. Think BIG, ACT BIGGER – deliver the moon.
Thank you, T. Harv! This challenge actually makes us GROW better, personally and professionally! And, like you say, in BUSINESS, we get the customers!
Thank you so much, T. Harv. Today, I know one of the most valuable knowledge in business from you. I can find the missing thing in the market of mine and I promise to fix. It's my unique.
I like the idea of pressuring ourselves to perform at a higher level. I've been feeling too relaxed and comfortable, causing boredom and scattered focus. Pressure might have been just the word I needed to hear right now.
Right on!
I have a very big dream but got stuck in a comfort zone for too many years. Now I decide to move out to more challenging world and wish me luck! I really need greater expectations!
Thank you Harv for sharing, you just shifted my mindset with some of your sharing…
Harv,
When you said, “If you put a big promise out there, it’s going to put the pressure on you in a positive way to be your best” that really hit home with me.
This is such an important lesson for not only business owners but also for people who are trying to advance in their careers in general. I've noticed time and again, how often people are their biggest critics and underestimate their knowledge, skills and abilities which hurts them during interviews and in terms of promotions. If you want bigger responsibilities, you need to be willing to say you can play a bigger game (even if you don't quite know every detail YET of how to do it). Trust yourself!
Moreover, it's not only important to make a “big promise” as a philosophy, but it's critical to actually communicate your promise to your organization, team, boss, and customers directly. Otherwise, you may be going “above and beyond” but others won't realize the intentionality behind it and hence, they may not be abreast of your leadership potential!
To your career and Leadership success!
Josephine Hanan
http://www.YourTransitionSpecialist.c...
Great blog post and very relevant. The word “Expectation” means something different to every single person.
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WOW!!! What a different way to look at how most companies perceive value. I agree 100% with what you're saying, Harv.
Great article! I always describe it as follows: it HAS to feel uncomfortable to improve your business. So when it feels uncomfortable when you overpromise, that's actually a good thing and will help you grow your business. Delivering is then crucial to keep your clients.
Great advice! Once you start the ball rolling and thinking of what you have to deliver in a different way, a new sort of momentum starts to build. You create a new path, the path becomes increasingly visible, and you soon start to feel quite comfortable walking that new path. It really is worth making the effort to break through to that new level of thinking!
Jan Zuchowski.