Over Promise & Under Deliver
When’s the last time you committed to something for a client and because life got in the way, you ended up dropping the ball?
Did it negatively impact your relationship with your client? Did you have to go back and apologize or did you just not bring it up the next time you interacted with the client? You know that old strategy, “I’ll just pretend I forgot and if the client brings it up, I’ll address it then.” Life happens, we all make mistakes, we all forget things, yet, if you’re consistently not doing what you say you'll do whether people tell you to your face or not, you’re losing business because you over promise and under deliver.
As business professionals we want happy and satisfied clients. We care about what we’re doing or we wouldn’t be doing it. Yet, sometimes we get caught up in the moment, in the conversation, in the excitement of earning the clients business and we forget to check in with ourselves and makes sure we are both willing and able to follow through on our commitments.
In order to continue to build long term relationships with clients, you need to begin by being honest with yourself. If some part of you doubts you’ll follow through on your commitment for any reason, don't make the commitment. Don't over promise.
Your Savvy Sales Tip for the week: Be honest with yourself before making a commitment to a client, only commit to what you’re able and willing to do so you don't over promise.
For years we’ve been told, “The customer is always right.” This belief puts the pressure on to try to make every customer happy regardless of how it impacts you and your business.
Learning to tell your customer what you can and what you can’t do, for some, is an advanced selling skill.
Here’s a simple strategy to begin checking in with yourself before making a commitment to a client.
Ask yourself these 4 questions before making a commitment to a client:
- “Is this something I want to do?”
- “Is this something I can do?”
- “Is this something I have time to do?”
- “Is this something I will do?”
To keep from over promising and under delivering, only commit when you can answer “yes” to all 4 of the questions above.
When a client asks you for something and you automatically say, “Yes,” but some part of you is wondering if you’ll have time to get it done or are even capable of doing it, you’ve set yourself up for potential problems.
In sales, you’ll often hear top sales professionals and sales trainers say, “Under promise and over deliver to your client.” What a fantastic goal. My suggestion, first only commit to what you know you can follow through on and take it from there.
Wishing you continued success in all areas of your business and life.
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