Guaranteed 7-Step Programme to Achieve Health, Wealth & Happiness!
The Moral of the Oracle and the Grifter
“If you want a guarantee, buy a toaster.” – Clint Eastwood
Our world is full of guarantees. Whether in consumer ads or B2B marketing, stated warranties or implied results, we’re magnetically attracted to the promise of certainty.
But if it’s not a legally binding warranty, like Dirty Harry’s trusty toaster, how can you tell a real guarantee from a spurious one? Forget about the brand, the specifications and the pricing, the key factor is whose behaviour determines the promised outcome.
If the seller controls all or most of the inputs that lead to the outcome, the guarantee is more likely to be genuine. If the buyer controls the inputs, the outcome is really in the buyer’s hands; in which case, the seller has no business making a guarantee!
The Good, the Bad and the Grifter
Examples of plausible guarantees:
Accountant making your tax filing compliant with government rules
Mechanic preparing your car to pass its MOT (statutory annual inspection)
Lawyer drafting a service agreement that’s legally sound
In these cases the seller’s own work and expertise directly determine the outcome. They should consider your perspective, but ultimately they’ll do what’s necessary.
Examples of implausible guarantees:
Personal trainer making you lose a stone and complete a marathon
Business consultant doubling your sales and making your company profitable
Career coach ensuring you land your dream job with a 6-figure salary
In these cases the seller can provide you with a service, they can guide and encourage you; however the work is yours to do, so they can’t guarantee the outcome. They can’t run the miles, make the sales or do the interviews for you.
The Mutual Guarantee
I’m sorry to burst your bubble, and I honestly wish it existed, but there is no ‘GUARANTEED 7-Step Programme to Achieve HEALTH, WEALTH & HAPPINESS!’
When asked by a potential client if I can guarantee they’ll achieve their goal, I will simply say “no”. I’ll then explain that I can do everything except take the actions they need to take to achieve that goal, and ask them if they’ll guarantee taking action.
Obviously I want them to succeed, but I need to know they’re willing to do what’s required. I’m choosing to work with them, as much as they’re choosing to work with me. My conversion would certainly increase if I made disingenuous guarantees, but I’m really not prepared to compromise my integrity for the sake of a quick buck.
So, remember this when you’re offered a service: if someone guarantees you an outcome based on your behaviour, not theirs, they’re either an oracle or a grifter. Unless they can reliably predict the future, or have mastered the art of mind control, I would suggest it’s wise to err on the side of caution and assume they’re a grifter.
The last thing we need, in a time of uncertainty and distrust, is grifters preying on our desire for certainty… only to disappoint us and create further uncertainty and distrust. What I believe we need is more understanding that there are genuine reasons people struggle to change their situation, and compassion to help them make that change.
Are you ready to guarantee your own success? Many of my mentees find writing their hero story is a powerful exercise to build self-awareness and boos their confidence. Check out this article for a step-by-step guide, and reach out if you need support.
Be The Hero of Your Career!
In my last post, I shared my Career Failure Story and showed you how to write yours. Now I’m going to show you how to write a compelling hero story, so you can convey your value clearly and confidently to hiring managers, recruiters and your network.