What's wrong with... setting real expectations with clients.

In my first blog ladies and gentlemen, I want to give my thoughts on setting realistic expectations when selling products or services. It seems like in today's society, the name of the game is misdirection, miscommunication, distraction, and stretching the truth to make the sell at all costs. But today I ask why? what's wrong with setting real expectations with whatever you happen to be peddling.

At one time or another each of us were probably taught the lesson "on lie leads to another". The pursuit of additional revenue, even a few tenths of an additional margin percentage, has lead many corporations and sales people to the end result of setting non-realistic product and service expectations. This is unfair to clients and consumers alike.

Life would be so much easier if we were honest in answering at a minimum the following questions:

1. How much should it cost?
2. How long will it take?
3. How will it work/perform?
4. Why should I buy this?
5. Lastly, will this meet my needs/requirements?

As a side note, for those of you who are asking what I think are some advantages of setting real expectations, here you go.

1. The client will trust you even if they aren't happy with the answer
2. A client that trusts you is a client that will continue to come to you as a trusted advisor
3. Taking the uncertainty out of the equation means one less reason for the client to delay payment
4. Being honest with clients put your competitors who aren't at a disadvantage. They have to keep lying to cover up previous lies.
   

Want to improve your business, set yourself apart from your competitors, or have higher client satisfaction then set the right expectations. If you don't know the answers to the questions then you are worse off then previously thought.

Well that's it for tonight.
jcoreil