Motivation is an issue that everyone has to deal with at one time or another.
Whether you are a salesman selling a product or a manager trying to keep your team motivated, here are several insights you might want to keep in mind. While it’s obvious that everyone is not motivated by the same thing, there are two triggers that can be applied to every topic.
One of these is benefits. What are the benefits if you buy my product? Or what the benefits you follow my suggestion?
The other trigger is problem-solving. What problem will be solved if you do as I suggest? What problem will be solved if you buy my product?
People who are motivated by having their problems solved will respond minimally no matter how many benefits you list. These are the folks that naturally look for the problems in a situation. And sometimes this behavior is so automatic that they don’t realize that’s what they’re doing. But if you start listing the problems that your product or your suggestion will solve, you immediately get their attention.
And, of course, it’s obvious that the people who are motivated by benefits will respond to language that lists the benefits of the new product or behavior.
Studies show that approximately 40% of people are motivated by solving an existing or future problem. Interestingly enough, approximately 40% of people are motivated by benefits.
So, if you are a manager trying to motivate your people, be sure to include both the benefits and the problems that will be solved by the behavior you are suggesting. You might even want to start by discussing the problems that will be solved first because you are more likely to hold the attention of the people who want their problems addressed while you continue to talk about the benefits.