If you live in the United States, you are the proud owner of the second largest pool of retirees next to the federal government. And as a bonus you also get a small and dying breed of cars formally known as General Motors. We just spent over $80 billion to bailout a company that is only worth $7.3 billion. You can walk onto a dealers lot right now and participate in the largest liquidation of assets in the history of the world.
And we still haven’t fixed the one thing that forced them into the red in the first place: 500,000 retirees.
General Motors is the classic case of over promising.
Over-promise #1: I remember talking to a GM executive about the business model as he gave me a tour of their Warren Tech Center. I asked him how often a customer was supposed to buy a new car according to the company? His answer made my jaw drop. They built their business model on the assumption that you would buy a brand new car every 3 years. No wonder their cars sucked! They only expected you to own it 36 months. No wonder they failed! No one in their right mind could afford to buy a brand new car every 3 years. They were absolutely lying to themselves. Their competitors built cars that lasted 10 years or more. Honda and Toyota owners hit 100,000 miles and knew that their cars will easily make 200,000 miles. Meanwhile, GM was building cars that were meant to be traded in at 36,000 miles.
Over-promise #2: In the mid-1980s, when Toyota and Honda made it big in the United States market, GM was stupid to continue the retirement program. There was simply no way that they could afford to continue the program… but they lied to their employees and sold them the lie that if they took care of GM, GM would take care of them for life. The smart thing to do back then would have been to convert the program to 401k and make no promises of retiree health care. Instead, they oversold a promise they couldn’t keep. Worse yet, to deal with payroll issues they started early retirement programs which meant people in their mid-50s were walking away from GM with a “guaranteed” pension and health care. There are currently tens of thousands of people in the United States who have now been retired from GM longer than they worked for GM. No company can bear that burden. Companies struggle just to pay benefits for current employees… How did they think they could insure 500,000 non-wage earning retirees?
My point isn’t really about GM, it’s about over-promising. Here are some ill-effects of over-promising.
– Advertising becomes useless. It doesn’t matter how much money you spend on ads as people won’t believe you anymore.You can’t hype up a product launch or an event that you’ve oversold forever. When you don’t deliver you are just reminding customers how much you betrayed them.
– Your word becomes useless. When you break promise after promise, soon people won’t trust that your on their side. They will see that you only want their money and you don’t care about them.
– Your product becomes a joke. I was in a meeting yesterday about search engines and someone used the word Yahoo… everyone laughed. Yahoo has become a dinosaur of a search engine. The only thing memorable about Yahoo is that stupid song, Yaaahhoooooo. You can’t advertise and promise a web service, you can only deliver. This is the #1 reason you can’t trust Bing.com to be any good. If it was so good why are they spending $100,000,000 to advertise it?
Shifting gears: The evangelical church has become a classic example of the over-promise. Part of the church becoming more about programs and business models is that it has fallen into the trap of needing marketing and advertising like the business models they copies. The result is a lot of over-promising. “Come to the marriage retreat, it’ll fundamentally change your marriage.” or “Sign up for our next church production, it’ll be awesome.” or “Bring your friends to the revival and they will get saved.” In a world where the awesome is so readily available churches do nothing but give away trust when they advertise promises they can’t deliver. I’ve seen church events marketed like they were going to be on par with Disney or Broadway or Oprah and deliver like a trip to the town carnival, a middle school play, or a cable access show. At the end of the day the church spent more effort marketing the event, production, or program than they did making the program awesome. It is a sick cycle that is killing thousands of churches.
The better way: Wouldn’t it be refreshing if churches just delivered? Wouldn’t it be amazing if they didn’t sell themselves but just helped people? What if they invested in training their volunteers and staff so much that the church didn’t need to make promises, that their programs and ministries truly worked to change lives? You wouldn’t need to advertise a life-changing marriage retreat… because results would advertise themselves. You wouldn’t need to hold a revival because every church service, small group, and youth group meeting would see people come to know Jesus. You wouldn’t need to hire a killer band and create a worship experience because people were authentically worship Jesus. The best advertising a church could ever invest in is a changed life.
If you are a church leader I want to challenge you to think about your programs. Think about how you talk about them. Think about how you market them. And remember:
Don’t promise, deliver.
Don’t hype, deliver.
Don’t sell, deliver.
Don’t measure, deliver.
Don’t sub-contract, deliver.
Don’t advertise, deliver.
In a low trust, high expectation world the best way to succeed is to undersell and deliver.
I’ve done small groups in one form or another most of the last 15 years. I’ve been in high school, college, and adult small groups. I’ve lead middle school, high school, college, and adult small groups. I’ve always wanted a small group that gelled and did awesome things… and I could never make it happen as a leader. Just when I had nearly given up on small groups, along came Harbor and my stupid insane idea to say “yes” to hosting this group after visiting a church one time.
So our group met at 6:30. In typical form everyone brought something. Wood, hotdogs, a cooler full of water, etc. We got our fire going and started to enjoy an awesome sunset laughing and catching up. Then Keith showed up. Keith is a homeless guy who asked if he could sit by the fire. Soon enough another person from our group struck up a conversation like he’d known Keith since grade school. Hotdogs eaten, water drunk, more sunset enjoyed. Pretty soon Keith asked us why we were hanging out at the beach. He didn’t really wince too much when we told him we were a small group from a church. “So, what do you guys talk about?” That’s when Richard pretty much told Keith the entire sermon from the day before. He read all of the Scriptures and then retold him all of the illustrations and all of us agreed… we were pretty much hypocrites and we were construction zones… we all settled on Stephen’s description of “holy mess.” Yeah, that pretty much explains me too.
Within 15 minutes ten more fire twirlers show up. Each of them has a few of their friends. 20 or so of us huddle around the fire while people with flaming sticks, fireballs, and numbchucks wait their turn to show off their skills. More hotdogs eaten by anyone hungry. More s’mores by those who needed a sugar fix. And our hodgepodge small group, the holy mess, is completely surrounded by awesomeness. We’re all grinning ear to ear.