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Getting your business and customers motivated for 2014
WorkshopKent18 December 2013
What is motivation?
IT’S WHAT GETS YOU OUT OF BED!
BRIDGING THE GAP BETWEEN ‘CAN DO’ AND ‘WILL DO’
Phil AudenPinchpoint Coaching
What motivates you?
Why is motivation important?
ABILITY PREFERENCE
MOTIVATIONCan do
Will do
Like to do
Expectancy Theory
Performance = A x M
Vroom- 1964
Expectancy Theory
Performance = Ability x Motivation
Vroom- 1964
Expectancy Theory
If Ability = 10Motivation = 0
Performance = ?
Vroom- 1964
Expectancy Theory
If Ability = 5Motivation = 5
Performance = ?
Vroom- 1964
What motivates you?
What motivates you?
Comfort/Lifestyle
What motivates you?
Comfort/LifestyleStructure
What motivates you?
Comfort/LifestyleStructureRelationship
What motivates you?
Comfort/LifestyleStructureRelationshipRecognition
What motivates you?
Comfort/LifestyleStructureRelationshipRecognitionPower
What motivates you?
Comfort/LifestyleStructureRelationshipRecognitionPowerAutonomy/Growth
0
10
20
30
40
50
60
70
80
90
Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
7269
76
51
46
40
Unskilled/Semi-Skilled Support Staff - Main Goal Profile
0
10
20
30
40
50
60
70
80
Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
49
45
59
64
77 76
Average Male Profile - Main Goals 2010
Main Data
0
10
20
30
40
50
60
70
80
Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
4847
62 62
7275
Average Female Profile - Main Goals 2010
Main Data
0
10
20
30
40
50
60
70
80
Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
49
45
59
64
77 76
4847
62 62
72
75
Average Male/Female Profile Comparison - Main Goals 2010
Male
Female
How to use motivation in the workplace
•Self development – understanding what motivates you and how to harness it•Motivating your people – understand how they prefer to work and what potential they have•Team development – Identify strengths and opportunities and use to start discussions
Rumana AktarAccounting Freedom
Submitting Year End Accounts
Filing Annual Returns
Sending in your tax returns on time...
0
100
200
300
400
500
600
700
800
900
Quarter 1 Quarter 2 Quarter 3 Quarter 4
Sales (£)
Sales (£)
0
100
200
300
400
500
600
700
800
900
Quarter 1 Quarter 2 Quarter 3 Quarter 4
Sales (£)
Sales (£)
Maslow’s Hierarchy Of Needs
Motivating your customers
18 December 2013
John Austin-BrooksVector Resources Limited
Do we think or know what motivates our customers?
Do we think or know what motivates our customers?
•Price•Service•Quality•Hassle free•I like you•Complacency
Why you should motivate your customers?
•Provides positive point of reference•Defines relationship beyond ‘just the sale’•Unlocks opportunities to do better business•Be clear what you want those motivated to do
How do you stand out from your competitors?
•What have you tried previously?•One size fits all vs. Bespoke•Do you want to motivate every customer?
2014It’s a year rather than a month
•Plan what you are going to do across the year•What happens in January stays in January
•January sells?•Discounts vs. Value add
ExerciseGroups of 2 or 3•What’s your scenario?•What can you do to motivate your customers?•Plan activities (overview)
•Get creative•Think of collaborations
ContactsPhil Auden [email protected]. 07949 780 446
Rumana [email protected]. 01322 283 852
John Austin-Brooks [email protected]. 07932 512 188
