Posted in Business Motivation

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

Photo from malonemediagroup.com
Photo from malonemediagroup.com

Motivation.

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…

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Today I want you to ask yourself this one question. “Why not you?” Why not you to do something for work that you love? Why not you to have a healthy body? Why not you to have healthy love? Why not you to be, have, or do anything you have ever dreamed?! We are so quick to think others are deserving over ourselves. The truth is that we are all deserving. So why not you?!

~Jillian Michaels

I have this hanging in my office where I can see it all day.  And every single day, I do one thing that gets me one step closer to any one of my goals.  Because she’s right:

“Why not ME?”

Chase your dreams, my friends.  Whatever those dreams may be….

Jillian Michaels Wants You To Chase Your Dreams (and so do I)!