How well you motivate depends on how well you communicate. You and I know that motivation is crucial when you want someone to do something for you, whether it is increasing sales performance or a proposal approved. That is why when you look at the greatest motivators in the world, they are often great communicators too.
According to the Need Theory by renowned psychologist David McClelland’s, there are three models of motivation. Today I’m going to share them with you, along with tips on how to motivate and communicate effectively with the three different profiles of people.
People who are motivated by Power loves it when you empower them with more responsibility, authority and power. Be sure to use empowering phrases when communicating with them. Make them feel that they are in control and are important to the company. Yeah, you can say the extreme of it would mean this person is a control freak.
Ikhwan, with you years of experience in the field, I am promoting you to project lead and you have the authority to proceed with any decisions that cost less than RM10,000. And I have sent out a memo to everyone of your appointment and they will report to you. Send me an email every morning to update me along the way.
People who are motivated by Affiliation wants the approval of others. Though they are not the ones to make the hard decisions (they are not suitable to play Bad Cop), they are best in handling internal PR, and keeping everyone happy. When communicating with them, introduce some emotions and make them feel as if they are taking care of their colleagues or “winning the hearts” of management. An extreme case of this is the “yes man”.
Everybody loves working with you, Jenna. Now, I know this transfer to the new branch may mean leaving your colleagues behind, but I trust in no time, everyone there will be your new BFFs. Please know I trust you to run things at that branch, and when I come around for the weekly meeting, bring me to some cool places for lunch?
People who are motivated by Achievement are those who live to win awards, get recognition and have their name mentioned at the employee of the month and Wall of Fame. When communicating with them, recognise their work, congratulate them on their results and remind them of their recent achievements. Well, you can say an extreme case is one that’s egomaniac.
Great job on sealing the deal, Sanjay! And in record time too! You have to give my secretary your latest profile pic so we can put you up as the Employee of the Month! Keep the deals coming in, and you’ll make the youngest senior partner of this firm. (You may think it’s overboard, but sending Sanjay’s mom some flowers and a note to thank her for raising such a capable son will help you score on loyalty BIG TIME!)
People say that motivating others is a tough task. I say it lies in how you communicate. If you want to communicate more effectively, why not join me in my upcoming Power Communications workshop, where I will be showing you how to:
- BE EQUIPPED with powerful psychological principles to enhance communication
- ELIMINATE doubt, uncertainty & miscommunication by structuring your speech more objectively
- LEARN to speak with greater confidence and conviction
- POSITIVELY handle difficult people and diffuse tense situations
- UNDERSTAND the different communication profiles of people and how to talk to each profile effectively
- DISCOVER how to analyse and utilise body language to your advantage
- DEVELOP effective listening techniques to build rapport and trust
- EXPLORE easy networking skills to strike up effective conversations with anyone, anywhere, anytime
- EASILY steer conversations and influence people
- INCREASE your verbal influence rapidly with better voice control, emphasis and projection
See you at the workshop.