We are all aware that setting expectations for our customers will determine their level of satisfaction. But, what about setting your own expectations?

Read the following words out loud:

OPPORTUNITYISNOWHERE

Did you notice that there are two ways to read the phrase? Which way came to your mind first? I can't take credit for the exercise, it's been around for a while and I use it in my workshops to make a point about expectations.

We're now in a period of economic turmoil. How are you viewing your opportunities? Do you think you will do better this year than last? Or, do you think this year will be worse? What I can tell you for certain is that whatever you think, those are the results you can expect.

I saw an episode of America's Next Supermodel on television the other night. (Don't worry, it's not a program I usually watch. I was working and my daughter was watching it.) One of the contestants was about to act in a cosmetics commercial and kept reminding herself: "Don't be nervous. Don't be nervous." When she got in front of the camera what happened? You're right, she couldn't remember her lines. If you expect to be nervous you will be. You have focused on being nervous.

There is an antidote, of course. You can focus on the results you want, not the results you fear. As I write this we are coming up on Super Bowl Sunday. Granted, it is an historic occasion because if the New England Patriots win they will set an NFL record. But, it's hard to believe that people have spent the past two weeks discussing and dissecting two teams and a three-hour football game. It will be interesting to see how the teams actually perform. I know the Patriots expect to win. The question is what the Giants expect.

Can you create success based on expectations alone? Of course not. The rest of the pieces must also be in place to support those expectations. But, without the expectations the other pieces won't matter.

When was the last time you reviewed your costs and pricing? In times of uncertainty people seem to be reluctant to raise prices. Why? Have your costs gone down? I suspect not. Are you afraid of losing customers? I don't think your customers expect things to cost less these days, quite the contrary.

When you do find it necessary to raise your prices it can be a great opportunity to generate sales by inviting your customers to purchase before the price increase takes effect. Remember, if you aren't losing 10 to 15% of sales because of price, you are probably leaving money on the table.

This month's theme seems to be expectations. So, what are your expectations for networking? I've heard many people say "I went to that chamber event and I didn't get any leads" or "I couldn't find any prospects." Networking is not sales, it's marketing. It might take 6 to 8 conversations with the same person before they are ready to sit down and get to know you. Showing up provides you with visibility. It's only when you have meaningful conversations that you can demonstrate credibility. Profitability will surely follow.