Nothing causes me to smile more than when a prospective client tells me that my competitor has promised to do something better, faster, cheaper than I am.

You see, as a business owner, sales person, customer service advocate, I know what we can deliver.  I know how quick, what the level of quality is, and what our break even point is.

In many cases, I’ve listened to a prospect tell me that they can get “the same” service at a lower cost, quicker and with better options.  In almost all those cases I’ll reply with “Promising you something I can’t deliver, will not earn your business long term… I prefer to promise what I know we can deliver, and what I believe will more-than-satisfy your needs.”

UNDER PROMISING with honesty will earn more respect and business than you know.  Once we earn that business by promising “reasonable” expectations, we make it simple to OVER DELIVER.

If I know we can deliver a finished HOLD PLUS production in 2 days, I’ll promise to have it within 3 days.  When it actually arrives in 2 days, the client is impressed that we’ve exceeded their expectations.

This is a very simple business practice that helps us to win every time… and builds long term clients and respect.

What are your thoughts… your experiences… your comments.