Posted in Business Motivation

The “Why”: Find Your Client’s Motivation and Close The Deal

Photo from
Photo from


It’s that little thing that pushes us to do things that we may or may not want to do.

It’s the “reason” or the “why” behind decisions we make in our lives.

Sometimes a person’s motivation is clear–i.e., he goes to work because he has to pay rent.

But sometimes…well, sometimes you have to do some digging to identify the “why.”

My friend recently gave me this advice in dealing with a very strong-willed, temper tantrum-prone toddler:

“Find her motivation.”

In other words, why should she listen to me instead of just throwing an epic tantrum right in the middle of the restaurant?  What’s in it for her to change her behavior?

So I observed.  I thought long and hard.  And I found it.  And when I found it, her tantrums came to an immediate halt.

My point in sharing this?

If you want to influence your client or customer to do business with you (versus with a competitor) you need to identify the “why.”

WHY would your client or customer be glad he chose you?  What will he get out of it that he wouldn’t get elsewhere?  Show him how he wins.

Find his motivation…



Content Marketer - Copywriter - Blogger - Rebel Rouser - Runner - Mom - Army Veteran

Penny For Your Thoughts?

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s