One of the spring jobs we have on the farm is picking up rocks out of the fields. Throughout the winter, rocks rise to the top of the field and can create havoc and large repair bills if our machinery hits them. Each spring we spread out and walk through the field, picking up rocks and tossing them into the tractor bucket.
We pick rocks in 3-hour blocks. We've found that when we go beyond the 3-hour mark, our bodies are exhausted and we get a lot less done. Plus, it seems like real work then!
We've been lucky to find teens who were willing to pick rocks and get paid. That makes a huge difference because we can cover a lot more ground in less time.
In one particular rock-picking event, the kids were getting tired. We were about 30 minutes beyond the normal 3-hour block, but we were almost done. The kids were lagging. In an effort to get them to pick up the pace, my husband announced that he had been out earlier and had placed a $100 bill under one of the rocks. Whoever found it got to keep it!
The kids worked faster. Our youngest daughter had a different approach... instead of picking up the rocks and tossing them into the tractor bucket, she ran around picking up the rocks to see if the money was underneath, then let it drop back to the ground when the money wasn't there.
No one found the money. Why? Because my husband hadn't put it there! He used a "gimmick" to get what he wanted and had no intention of following through, thinking that they would all laugh at his "joke".
But it wasn't funny. I made him give our daughter a $100 bill.
So what does this have to do with speaking?
It's easy to get carried away and offer more than what we can deliver in order to get people to take action NOW. But what message are we really sending? And how much is this actually costing us?
Deliver what you promise and then surprise them by delivering a little more. Your clients will be impressed and want to buy from you again and again. Your business will grow and you'll feel good about it.