Under-Promise and Over-Deliver!

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Under-Promise and Over-Deliver!

Encourager-In-Chief: February 1st, 2017

Always give a little bit more than is expected.

I once read a great story about two women who worked in the same candy store. For some reason, the owner noticed that one of the women always had a line of people waiting for her when they came in to buy chocolate. Even though both women sold the same products, customers would only go to the one woman for their candy purchases and ignored the other one.

Finally, the owner asked some of the customers why they were singling out his one employee when buying chocolate. The customers all told him the same thing. The first woman they went to started with a lesser amount, but kept putting more candy on the scale until it totaled the amount the customer wanted. The other employee started with more candy on the scale, but then kept taking pieces off the scale until she reached the exact amount the customer asked for.

Please keep in mind that in both cases, the customers were getting the exact same amount of chocolate they requested. The difference was not in the weight, but in the perception of getting more or at least having somebody look out for their best interest.

In your business, I challenge you to not only give the perception of over delivering, but to actually do it. If you’ve ever bought a dozen donuts, you’re probably familiar with the term “a Baker’s Dozen.” It means you pay for 12 donuts, but get 13.

There are many different ways to under-promise and over-deliver. If you’re a contractor and you finish your job ahead of schedule, customers will love your efficiency and convenience. If you look for similar ways in your own business to exceed your customers’ expectations and give a little more than they expect, you will develop a strong reputation for exceptional customer service.

Perception is far more powerful than truth.
- Dave Romeo

This excerpt is taken from my seminar The Fine Art of Influence and Persuasion.

The Fine Art Of Influence And Persuasion

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I encourage you to order my Sell Them What They Want! (Not What They Need!) Using the Only 4 Benefits People Buy book which covers this topic in much greater detail.

Sell Them What They Want (Not What They Need)

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