So Last Minute

Are you? Does everyone else seem to be? Are you waiting for the negative positivebest option to come along? Or waiting for a better option?
Every day we are bombarded with the ‘must haves’, the ‘buy now’ (as well as the ‘unique’, the ‘new’, the ‘different’ – that’s another story). And in these current times when a lot of what the media gives us is about doom and gloom, what do we focus on?
Some people become very inward looking and referenced to themselves in the face of uncertainty and then they start to decide for themselves. They may take on outside information and process that information and then store it somewhere in their memory banks. Ultimately they make their own decision and sometimes they make that decision only based on noticing what is wrong or can’t be done in respect of whatever it is you would like them to do. Now this might be to buy something, book on a meeting, or do something at home, or not.
How could this be? Well it depends on how people are motivated. We have motivation patterns; people can be motivated to avoid a problem that has yet to occur or to fix an existing problem. It can also be that they are motivated to avoid something or someone. To know where people are coming from we will need to know what is important to the individual – what their hot buttons are, both negative and positive.

So if people find something boring or “not interesting” they may be motivated to avoid getting involved. If privacy is important, the individual may be motivated away from what they believe is an “infringement of privacy” and want to avoid participating. Some people begin to think at a below conscious level “you know too much about me!” so if you send someone a letter or an email at some below conscious level they might be thinking you are getting inside their head, prying into their personal affairs.

If you address someone by name therefore they may be upset because you use their name. Conversely for some people a nameless email is not caring about them, they like and value personal relationships and will respond better to you. The name issue may also have something to do with the fact that recipient values the personal side of contact in that context or their life. It can also be that they are more interested in facts. It just goes to show how complex we as human beings are and which factors come into play.

In a nutshell in the present ‘economic climate’ it seems that some people are more focussed on, paying attention to what might go wrong or what might need fixing, especially with regard to other people. Do your ears prick up when someone tells you they have a problem? Do you feel almost compelled to respond? These people are motivated by deadlines because they have a need to avoid the difficulties that could occur when these deadlines are not met. Although they may be good at times at working towards achievement but will usually put this aside if there’s something that has to be solved.

During challenging times customers/clients prefer to wait, analyse, consider and think. This may lead to them waiting endlessly and having difficulty making a decision. So it might be useful to ask, so when you think things through and consider the problems so that a decision can be made. What do you think now?

You might notice when these same or some other people have a problem, they may change the way they react. They will want action now and they will do whatever it takes to get it. They expect you or the person they are talking to, to take whatever initiative is needed, and to do it quickly.

Going back to the people who are motivated to decide based on their own internal standards and criteria. They do not want to be told what to do. Bold statements and Command Language will raise their resistance. It’s best to invite this kind of client to decide for themselves, using phrases such as here’s some information you may want to consider or may I make a suggestion? Their behaviour is based on the belief that anyone who doesn’t fit his or her own expectations is out of order.
What might we do to work this; working round is not necessarily an option. A really good example is the MasterCard advert, remember that?
“This costs [that much]. That costs [this much]. This costs [that much]. This [thing or event]: priceless. Some things money can’t buy, for everything else, there’s MasterCard.

This slogan was extremely successful for MasterCard. What happens here is, using the repetition we are speaking in terms of a process or procedures approach it is then followed by an options twist at the end. “For everything else”. The slogan uses a story, offers options and allows the listener, watcher (reader) to make a decision either based on measuring against what they know and believe to be true or to be influenced by the content of the stories on the screen and make a decision based on ‘wanting to be like that’.

There are ways and means of finding out what motivates others (and ourselves). Interested? For all the information you need to decided click this link.

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