Getting your business and
customers motivated for 2014
Workshop
Kent
18 December 2013
What is motivation?
IT’S WHAT GETS YOU OUT OF BED!
BRIDGING THE GAP BETWEEN
‘CAN DO’ AND ‘WILL DO’
Phil Auden
Pinchpoint C...
What motivates you?
Why is motivation important?
ABILITY

Can do

PREFERENCE

Like to do

MOTIVATION

Will do
Expectancy Theory

Performance = A x M

Vroom- 1964
Expectancy Theory

Performance = Ability x
Motivation
Vroom- 1964
Expectancy Theory

If Ability
Motivation

= 10
=0

Performance = ?
Vroom- 1964
Expectancy Theory

If Ability
Motivation

=5
=5

Performance = ?
Vroom- 1964
What motivates you?
What motivates you?
Comfort/Lifestyle
What motivates you?
Comfort/Lifestyle
Structure
What motivates you?
Comfort/Lifestyle
Structure
Relationship
What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition
What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition
Power
What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition
Power
Autonomy/Growth
Unskilled/Semi-Skilled Support Staff - Main Goal Profile

90

80

70

76

72

69

60

50

51

46
40

40

30

20

10

0

Co...
Average Male Profile - Main Goals 2010
80

77

76

70
64
60

59

50
49
45
Main Data

40

30

20

10

0
Comfort/Lifestyle

...
Average Female Profile - Main Goals 2010
80
75
72

70

62

60

62

50
48

47
Main Data

40

30

20

10

0
Comfort/Lifestyl...
Average Male/Female Profile Comparison - Main Goals 2010
80
77

76

75

72

70
64
60

62

62

59

50
49

48
45

47
Male

4...
How to use motivation in the
workplace
•Self development – understanding what
motivates you and how to harness it
•Motivat...
Rumana Aktar
Accounting Freedom
Submitting Year End Accounts
Filing Annual Returns
Sending in your tax returns
on time...
Sales (£)
900
800
700
600
500
400
300
200
100
0

Sales (£)

Quarter 1 Quarter 2 Quarter 3 Quarter 4
Sales (£)
900
800
700
600
500
400
300
200
100
0

Sales (£)

Quarter 1 Quarter 2 Quarter 3 Quarter 4
Maslow’s Hierarchy Of Needs
Motivating your customers
18 December 2013

John Austin-Brooks
Vector Resources Limited
Do we think or know what motivates
our customers?
Do we think or know what motivates
our customers?
•Price
•Service
•Quality
•Hassle free
•I like you
•Complacency
Why you should motivate your
customers?
•Provides positive point of reference
•Defines relationship beyond ‘just the sale’...
How do you stand out from your
competitors?
•What have you tried previously?
•One size fits all vs. Bespoke
•Do you want t...
2014
It’s a year rather than a month
•Plan what you are going to do across the year
•What happens in January stays in Janu...
Exercise
Groups of 2 or 3
•What’s your scenario?
•What can you do to motivate your customers?
•Plan activities (overview)
...
Contacts
Phil Auden
philauden@btconnect.com
M. 07949 780 446
Rumana Aktar
r.aktar@accountingfreedom.co.uk
T. 01322 283 852...
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
Getting your business and customers motivated for 2014
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Getting your business and customers motivated for 2014

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Motivation workshop, Kent 18 Dec 2013
what motivates you, your employees? what motivation can do for you and your business; why it's important to motivate your customers.
Phil Auden, Pinchpoint Coaching
Rumana Aktar, Accounting Freedom
John Austin-Brooks, Vector Resources Ltd
Gareth Powell, Play Mountain Video Media

Published in: Business, Health & Medicine
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Getting your business and customers motivated for 2014

  1. 1. Getting your business and customers motivated for 2014 Workshop Kent 18 December 2013
  2. 2. What is motivation? IT’S WHAT GETS YOU OUT OF BED! BRIDGING THE GAP BETWEEN ‘CAN DO’ AND ‘WILL DO’ Phil Auden Pinchpoint Coaching
  3. 3. What motivates you?
  4. 4. Why is motivation important? ABILITY Can do PREFERENCE Like to do MOTIVATION Will do
  5. 5. Expectancy Theory Performance = A x M Vroom- 1964
  6. 6. Expectancy Theory Performance = Ability x Motivation Vroom- 1964
  7. 7. Expectancy Theory If Ability Motivation = 10 =0 Performance = ? Vroom- 1964
  8. 8. Expectancy Theory If Ability Motivation =5 =5 Performance = ? Vroom- 1964
  9. 9. What motivates you?
  10. 10. What motivates you? Comfort/Lifestyle
  11. 11. What motivates you? Comfort/Lifestyle Structure
  12. 12. What motivates you? Comfort/Lifestyle Structure Relationship
  13. 13. What motivates you? Comfort/Lifestyle Structure Relationship Recognition
  14. 14. What motivates you? Comfort/Lifestyle Structure Relationship Recognition Power
  15. 15. What motivates you? Comfort/Lifestyle Structure Relationship Recognition Power Autonomy/Growth
  16. 16. Unskilled/Semi-Skilled Support Staff - Main Goal Profile 90 80 70 76 72 69 60 50 51 46 40 40 30 20 10 0 Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
  17. 17. Average Male Profile - Main Goals 2010 80 77 76 70 64 60 59 50 49 45 Main Data 40 30 20 10 0 Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
  18. 18. Average Female Profile - Main Goals 2010 80 75 72 70 62 60 62 50 48 47 Main Data 40 30 20 10 0 Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
  19. 19. Average Male/Female Profile Comparison - Main Goals 2010 80 77 76 75 72 70 64 60 62 62 59 50 49 48 45 47 Male 40 Female 30 20 10 0 Comfort/Lifestyle Structure Relationships Recognition Power Autonomy/Growth
  20. 20. 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
  21. 21. Rumana Aktar Accounting Freedom
  22. 22. Submitting Year End Accounts Filing Annual Returns
  23. 23. Sending in your tax returns on time...
  24. 24. Sales (£) 900 800 700 600 500 400 300 200 100 0 Sales (£) Quarter 1 Quarter 2 Quarter 3 Quarter 4
  25. 25. Sales (£) 900 800 700 600 500 400 300 200 100 0 Sales (£) Quarter 1 Quarter 2 Quarter 3 Quarter 4
  26. 26. Maslow’s Hierarchy Of Needs
  27. 27. Motivating your customers 18 December 2013 John Austin-Brooks Vector Resources Limited
  28. 28. Do we think or know what motivates our customers?
  29. 29. Do we think or know what motivates our customers? •Price •Service •Quality •Hassle free •I like you •Complacency
  30. 30. 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
  31. 31. 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?
  32. 32. 2014 It’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
  33. 33. Exercise Groups of 2 or 3 •What’s your scenario? •What can you do to motivate your customers? •Plan activities (overview) •Get creative •Think of collaborations
  34. 34. Contacts Phil Auden philauden@btconnect.com M. 07949 780 446 Rumana Aktar r.aktar@accountingfreedom.co.uk T. 01322 283 852 John Austin-Brooks john@vector-resources.co.uk M. 07932 512 188

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