Addressing Motivators
 
Take control of your business by helping others take control of their business.
 
Be invaluable to your prospects and clients today.
 
Converse with prospects and clients (public connecting). What are most interested in? Themselves. Their business and their world.
 
What specifically are they most interested in? What do they want to talk about?
They want to talk about their desires (motivators).
 
Uncover other’s motivators by using your “Pain/Gain Radar Brain.”
 
Uncover…

1. How they are currently experiencing existing pain (problems, challenges, etc.)? Understand their desire to relieve it.
2. How they are currently fearing potential pain (potential problems, challenges)? Understand their desire to avoid it.
3. How they are currently desiring to achieve gain (succeed, fulfill their dreams)? Understand their desire to learn how to seize opportunity and achieve gain.
 
Get them talking about their motivators you will have their rapt attention. 
​

• What can you do today to help someone solve a problem?
• What can you do today to help someone avoid a potential problem?
• What can you do today to help someone seize opportunity and succeed? 

Focus on addressing other’s motivators and be invaluable to them.

1. Care deeply about your audience
2. Understand your audience's motivators
3. Relate to your audience
4. Open powerfully by showing them the end result
5. Deliver a crystal-clear message addressing your audience's motivators
6. Engage your audience by focusing throughout on how they will benefit
7. Show them how to do it, or how you will do it for them
8. Love your message
9. Maximize your effectiveness with an engaging presence
10. Finish strongly!

 
 Notes:

1. Look out into that audience and know, with every ounce of your heart and soul, that you can help them. Have that look in your eye that say's, "you are about to be WOW'ed"​ (They don't care how much you know until they know how much they care."  Theodore Roosevelt)
2. Know where they are in the Pain / Gain spectrum? (why are they there in your audience?)
3. Prove your understanding of their motivators. Ideally how you've experienced what they're experiencing. You've been where they are
4. Paint a picture, with visuals and / or words, what the results will look and feel like
5. Clarity increases the likelihood of understanding and buy-in
6. What's In It For Them?   (WIIFT)
7. Give them (the way, the roadmap, the process, the steps) to results / success
8. How you feel about your message will radiate. Your passion (or lack of) will shine through
9. How you look and sound carries great significance. Communicate with confidence and poise Send no mis-matched messages. How you look and how you sound must match the message
10. Summarize - Call To Action - Benefits

 
Use your expertise and skills for the overall good