In Upfront Agreement

Donald Kelly, The Sales Evangelist, The Best Sales Podcast Have you ever experienced having new, awesome clients who then become your worst clients in the world? Nothing you provide was what they were expecting. Well, today, I’m going to teach you how you can avoid having to go through this.

Set CLEAR Expectations

Determine the rules before playing the game. Set clear expectations. What does the result look like? What is the clear result that you want to see?

Aligning expectations with your capability

Find out what your prospect is expecting and see what your team is capable of doing and be able to align both. So both of you know what the expectation is and so you can make sure you’re doing it right.

Under promise and over deliver

Set expectations to a level that you know you can and will do more. This will exceed your customer’s expectations so it makes you more valuable to them having been able to go above and beyond what’s expected of you to do. Then they’re going to tell their friends about you.

Put rules in place.

You’ve got to make clients realize what the expectations were before you started the game.So you’ve got to have that benchmark or clear expectation.

Set a clear game plan.

Time frame is a crucial element in setting expectations. Make sure you have a clear time period and who’s going to do what. The client, too, needs to provide the information you need as to when this has to be done at what date.

Give them an update.

Let your clients know where you are in the process because this is part of setting clear expectations.

Deliver, deliver, deliver

Don’t get too excited to scale your business telling clients you can provide them with xyz services when you can only provide x. So be sure to be able to deliver.

Episode Resources:

The ONE Thing by Gary Keller

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