Did you know they’ve done studies about anticipation?
One of these studies linked anticipation to experience. They found the positive or negative anticipation or expectation of something has a direct relationship with the actual experience of this something.
For example, when you open a pop or soda, it makes that wonderful fizzing noise. Hearing that noise actually makes the beverage taste better.
Another example, when you hear the steak sizzling on the BBQ, it can positively influence your sense of taste.
OK, cool. But why do I, the Salesforce consultant, care about this?
What if I don’t drink pop or if I’m a vegan?
And who are “they” anyway?
Well, I’m about to answer 1 of those 3 questions!
When you first start talking to your new client, you have the ability to set their expectations with a positive outlook. Tell them how great the project is going to be. Tell them they are going to love the outcome. Ask them what they are going to do with all the free time you’re going to provide them.
Build some excitement for what’s to come!
The takeaway
Setting a positive expectation helps set up your project for success. If done well, it can also set a slightly comedic side, like a “let’s have fun while we work on this together”.
Just please don’t oversell yourself, or promise things you cannot deliver.