A Little Bit More.
In the world today we have become used to the idea that we will only be given the bare minimum of what we expect. We go to the grocery store and they will have the food items we want, but probably not much more. We go to our car mechanic to have a repair done on our vehicle and hopefully it will be repaired properly, but not much more. You go to work every day and we produce a product or service for our clients the way they want it, but not much more.
Now occasionally we are surprised and delighted. We go to the grocery store and they not only have everything we want, but if we buy a certain amount, they will give us a bonus item we like at no extra cost. We go to the mechanic and not only is the repair done, but the vehicle is running better than ever, the cost was less than we were quoted, and the car was cleaned inside and out at no extra charge.
At work we have all had the experience of really “wowing” a client. That is, providing so much extra value that they did not expect that they are happily amazed. Maybe it was free delivery, having a product ready sooner than you originally promised, or it being cheaper than you originally quoted them.
The fact is the people, companies and brands that deliver more will continue to grow, while other brands that either deliver roughly what they promise or worse, over promise and under deliver, will founder and have a hard time keeping, let alone growing their business.
When you first start, it may be hard to do extra for your clients or family because you are not used to it, and interestingly, neither are they. We are constantly bombarded with marketing and advertisements promising so much that we have become immune to most of it. You can promise as much as you like, but until you prove it to people, the sad reality is they will be skeptical.
Work Harder to Provide Extra Value
That means that you will have to work harder to provide extra value. Not necessarily things that cost money, but real value to people. Things like being available at times that are convenient for them. Or returning messages in a timely manner if you are not available. Or, best of all, returning their call with a message that their original request has been completed for them and that you even did something extra for them.
In the case of an investment adviser, you could give excellent investment advice, but also do a full financial plan for the client at no extra charge. Or give them advice that will save them money, tax or time.
A property lawyer could also do a will and estate review as part of buying a selling a property for clients. Or have a list of excellent service providers that the clients can use if they need them.
A real estate agent could have clients use his moving van instead of the client having to rent one. Or provide lunch and dinner on the day of closing as the people moving will probably not have much access to a kitchen.
You Will Have No Competition
When it comes time to bill your clients, they will be happy to pay because of all the extra value they receive from you. You will not have to compete on price because you have no competition if you provide so much extra value.
There are numerous ways to provide extra value and many do not even cost anything other than time.
Your Business Will Grow
The upside is, once you do this, they will become used to getting your excellent service and extras and not only bring you business but send their friends and family to you too.
The practice of doing more can be applied with great success to our personal lives as well.
When we exercise, instead of going for a 30-minute walk we can do a little bit more and walk for 35 minutes. Or do one more push up or sit up. Or take the stairs instead of an elevator.
When we work, we can make one more phone call to our clients, to make sure they are getting our services. Or we can teach one more example in class so that our students understand the lesson we are teaching a little bit better.
When we eat, we can have a little bit more mixed vegetables, or lean protein.
When we spend time with our family, we can tell one more story, play one more game or give one more hug.
A Little Bit More Will Become a Habit
Very quickly you will become used to providing extras for people and be known for it. You will also reap the benefits. Benefits, like better health and energy, a better family and personal life and better business relationships and success. You will also have the satisfaction of knowing that you are improving the world one little bit at a time.