The habit of daily writing for you, so that you rethink what you believe about (your) business, brand and marketing βwithout the bullshit.
The math behind overdelivering
Here's why overdelivering hurts your business. In a math edition.
Paul is about to work on a project for Marie.
In Paul's head, underpromising and overdelivering will make a sweet deal in Marie's eyes to:
- Close the sale
- Build a good reputation
- The opportunity to raise prices next time. [Because great work, right?]
It's the perfect formula... to unprofitability.
β The promise in Paul's head: X
BUT
β The promise in Paul's mouth: Y
β Paul tells Marie he'll deliver Y, which is "10" less of what he expects to deliver (leveraging her ignorance/lack of expertise in the field). He underpromises.
βY = X - 10
β Marie's expectations (the actual promise in Marie's eyes): Y
β Paul delivers what he projected at the beginning: Y+10 = X
He underpromised and overdelivered.
Marie is blown away.
But now...
Marie's normal delivery expectation for further work: X
Marie's normal price expectation for further work: Y = X - 10
She will expect to pay X-10 and will expect deliveries for X.
While Paul thinks he's nailing it, he's just winning the race to zero.
The way out?
Promise. Deliver. Keep your word. Delight.
Rod Aparicio
The habit of daily writing for you, so that you rethink what you believe about (your) business, brand and marketing βwithout the bullshit.
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