BRX Pro Tip: Over Deliver on Your First Project
Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I’d like to dive into this idea, the practical value of it, the economic value of it. But this idea of genuinely trying to overdeliver.
Lee Kantor: Yeah. I think it’s important. Something that at Business RadioX we talk about all the time is links on a chain, how one link leads to the next link. And that’s something that we talk about because it came from me having a degree in advertising. Something I learned early on is the headline of an ad’s job is to get you to read the copy. The copy’s job is to get you to take action, and taking action is to help you get to the sale.
Lee Kantor: So, it’s the same premise here. When you have a client, you’ve done a lot of things, a lot of links in the chain have happened, and now you have them. So now you have your first project with your client. If you make it a point to over deliver on that first project with your client, what you’re doing is telling your client that I’m a person or I’m a company that you can trust to get the job done, and not only will I get the job done to achieve whatever the outcome you desired was, I’m going to overdeliver. So, I’m going to be one of those people that just really is delivering a ton of value.
Lee Kantor: And what you’re doing when you do that is you’re delivering what is promised for the fee that was given. And they’re getting a little more, and people love to get a little more. If you just deliver what they promised, then that’s what everybody else is doing. That’s again, table stakes. That’s what most people do. They say, I’m going to give you X and they give him X. But if you come in and you give them X and Y, all of a sudden, they’re getting a ton of value. So, it becomes kind of a no-brainer to use you next time. It becomes a no-brainer to refer you to people that they know. So, make it a point to overdeliver on that first engagement.
Lee Kantor: You don’t want to necessarily overdeliver in terms of the scope. You never expand the scope for free. But if you can do something in terms of quality, responsiveness, the outcome, the result. If you can show up early, you can respond faster than expected. You can anticipate some of their needs before they ask and deliver something that exceeds their expectations. Then you’re, kind of, blowing their mind. You’re separating yourself from everybody else they’ve ever worked with, and you’re making it easy for them to refer you to business down the road and to hire you again.
Lee Kantor: At Business RadioX, when we bring on a new founding ambassador, we make sure that first show experience is flawless. We want them thinking, I can’t imagine doing this with anyone else. The first project determines whether this becomes a one-and-done transaction or a long-term partnership. So, identify your next new client, and what’s one thing you can do to exceed their expectations on that first engagement? That’s your competitive advantage right there. So, take advantage of it.
