Getting your business and customers motivated for 2014
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Transcript of Getting your business and customers motivated for 2014
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Getting your business and customers motivated for 2014
WorkshopKent18 December 2013
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What is motivation?
IT’S WHAT GETS YOU OUT OF BED!
BRIDGING THE GAP BETWEEN ‘CAN DO’ AND ‘WILL DO’
Phil AudenPinchpoint Coaching
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What motivates you?
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Why is motivation important?
ABILITY PREFERENCE
MOTIVATIONCan do
Will do
Like to do
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Expectancy Theory
Performance = A x M
Vroom- 1964
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Expectancy Theory
Performance = Ability x Motivation
Vroom- 1964
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Expectancy Theory
If Ability = 10Motivation = 0
Performance = ?
Vroom- 1964
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Expectancy Theory
If Ability = 5Motivation = 5
Performance = ?
Vroom- 1964
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What motivates you?
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What motivates you?
Comfort/Lifestyle
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What motivates you?
Comfort/LifestyleStructure
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What motivates you?
Comfort/LifestyleStructureRelationship
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What motivates you?
Comfort/LifestyleStructureRelationshipRecognition
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What motivates you?
Comfort/LifestyleStructureRelationshipRecognitionPower
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What motivates you?
Comfort/LifestyleStructureRelationshipRecognitionPowerAutonomy/Growth
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Unskilled/Semi-Skilled Support Staff - Main Goal Profile
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Average Male Profile - Main Goals 2010
Main Data
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Average Female Profile - Main Goals 2010
Main Data
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Average Male/Female Profile Comparison - Main Goals 2010
Male
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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
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Rumana AktarAccounting Freedom
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Submitting Year End Accounts
Filing Annual Returns
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Sending in your tax returns on time...
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Sales (£)
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Maslow’s Hierarchy Of Needs
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Motivating your customers
18 December 2013
John Austin-BrooksVector Resources Limited
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Do we think or know what motivates our customers?
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Do we think or know what motivates our customers?
•Price•Service•Quality•Hassle free•I like you•Complacency
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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
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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?
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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
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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
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ContactsPhil Auden [email protected]. 07949 780 446
Rumana [email protected]. 01322 283 852
John Austin-Brooks [email protected]. 07932 512 188