Motivation is high when clients say “Yes”, but immediately after their motivation stalls. Learn how to help clients move from “yes” to done!
How to Motivate Action
Don’t expect long term financial interests to maintain motivation. While future benefits should motivate clients, people are not compelled by distant possibilities. Immediate interests will quickly push your project to the back burner. Decades of psychological research show that people are driven by values, virtues, or defining experiences. Uncover their deepest motivators with a simple question.
Ask: How does this help you achieve what is important for you?
Look for statements that reflect their values and virtues like, “I’m very responsible, and this is the responsible thing to do”. Experiences can also be a driver. For example, “My aging parents were a huge burden. I don’t want to do that to my children”. (For more details download the full article How to Motivate Clients to Act)
Uncover why the initiative is important, and how it connects to their values, virtues, and experiences. Then, focus on how your advice will accomplish their most important drivers.
Set Clients Up for Success
Set clients up for success with one question:
What’s the easiest thing you can do to get started, and when is the most convenient time for you to do that?
It’s best if they select a specific time during a routine activity, such as “On Monday, while making coffee, I’ll call my banker”. This simple question deploys four motivation techniques at once:
- You overcome inertia by making it easy to start.
- You boost commitment by planning the first step.
- You schedule a specific time to help clients execute.
- You create a quick success that boosts energy to keep going.
Keep Clients Moving
Clients’ motivation will drop as soon as a project gets complicated, frustrating, or tedious. They’ll make excuses, feel worse about the whole effort, and procrastinate even more. Avoid this trap by building in support.
If possible, schedule regular contact to promote progress. Even better, engage related professionals, such as accountants or attorneys, to help the project get done. (For more details download the full publication How to Motivate Clients to Act)
Use the Power of Routine
Research has shown it’s more effective to add to an existing routine than to create a whole new procedure. Once you find success, add the steps to your existing routines.
Make it easy and efficient. For example, take a moment to plan a first step during the client meeting. Then when you call the client to touch base, ask how you can help the project move forward. Any small steps to support client action will improve their speed and execution.
The key is to facilitate their success, so they feel good and keep going. The conscientious clients will complete tasks even faster, and stalled clients will get moving. Everyone will be happier.
To chat about your client motivation strategy, contact me
