On Notable we often discuss the popular “fake it ‘till you make it” approach employed by many young professionals in both business and life. While this strategy does have its merits in the areas of building and portraying confidence and skill, there are also downsides, including the problem of overselling. Whether you are pitching a product, promoting a company, or selling yourself, some YPs can get into the habit of overdoing it. Here are some notable points on why we need to be careful not to oversell:
Don’t disappoint
When we make big claims or promises to a buyer, client, potential partner, etc., we build high hopes and expectations. When making any sort of pitch, what we are actually doing is asking others to take our word for it, to believe that we can be trusted. It can be fun to feel like the hero of the moment; being the one with the answer, the hookup, the product that someone else is looking for. But if what we are selling does not live up to the expectations we have created, that trust and credibility can be lost forever. Overselling may get you in the door, but disappointment will eventually get you kicked right out again.
Hinders relationships
Any successful businessperson in any type of profession will tell you that building and maintaining relationships may be one of the most important aspects of making the sale. Losing trust and credibility by failing to perform to the level promised can and will hinder how others perceive you as a professional and even as a person. Making the sale, landing the client, or getting that date are just first steps in the much longer journey toward success. Overselling, and the resulting disappointment, can lead to very short relationships and a lack of return customers, follow-up meetings, or second dates.
Reliable reputation
Your most important product is yourself, and your most effective advertising is your reputation. Regardless of what you are selling, it’s you, your name, your face, and your reputation that really let potential buyers, clients or love interests know what they can expect from you. Unfortunately, people generally like to complain about others more than they like to compliment, so don’t let “fails to produce as promised” become part of your personal brand.
Power of honesty
Honesty may be the most undervalued commodity in the YP world. So many of us think we need outwit, swindle, even deceive in order to get ahead. What is not often highlighted in sales seminars, product rollouts, or motivational speeches, however, is the power of honesty. If you can admit to the limitations of you or your product’s capabilities, then the positive aspects will be much more believable. We are all just human with both strengths and flaws, and being transparent about such aspects of ourselves and what we are selling can help build stronger and more fruitful relationships. Don’t be afraid to say that you or your product can’t actually fulfill their needs.
Promise less deliver more
Finally, the best advice for those of us with the tendency to oversell is found in the wonderful old saying, “Promise less, deliver more.” This simple philosophy, though challenging to master, can guarantee that you will never leave anyone dissatisfied. In fact, by underselling to any degree, you are likely to leave others pleasantly surprised… and that may be one of the best sales tactics there is.