I had a meeting with a potential new client the other day. The national sales manager for a franchise.
His desire, as well as managements was of course (and like any other business) was to grow the business. This is to be accomplished in part by helping all the franchisees to be more productive. More effective. Earn more.
However he; as well as so many other managers of franchise groups; as well as managers of sales teams; as well as professional groups like real estate agents; the 'why we can't' come in fast and furiously. Most often the rebuttals centre around 'there are only so many hours in the day'.
Let's face it. New Zealand is a country of entrepreneurs and I'm sure you heard of the working until the beach, bach and BMW are attained. Then that level of income is maintained. Additionally there are a significant number of self-employed individuals including franchise owners that are simply buying a job for themselves, rather than thinking of it as a business to grow. So how do you motivate?
I asked him if he had tried these four motivating tactics with his group.
1. Have you asked them if they are living the life they love
This is a very powerful question. Living a life you love means different things to different people. So it's important to find their hot button and use that.
There's an acronym FORM that highlights what people care about. What motivates them. FORM stands for Family. Organisation (work), Recreation (free time) and Money. Living the life you love to one person could be a four week European vacation every two years, where to another it's three days a week not working and yet another wants to put all three children through private school and university.
2. Quantify. Fluff walks.
Nothing strikes home like knowing what your goal is, then understanding the numbers you need to do to achieve it (Read this article I wrote know your numbers, achieve your goals here). So a manger would say, 'Tom, you want that European vacation'. Let's see how you can get it.
Let us say It will cost $15,000. Plus you'll forgo earnings of $15,000 while being away for one month. So what do we need to do to increase your income/savings by $30,000 over the next 18 months? You can work out what one 'sale' is worth, then how much work/time goes into making that sale. Sum up the total activity and break it into 18 months. That will show exactly what needs to be done to live that life he loves.
3. Stories, success sharing
Have you sought out success stories and strategies from others in the group to share?
4. Are you willing to bet on yourself?
In other words you have to spend money to make money. Most people feel they have to do every single thing themselves. But by spending a little money on getting part time help to do the little or repetitive or administrative tasks; a franchisee, a manager, a business owning professional frees themselves up to do the more important business building activities like prospecting for new business. The question is do you feel that if you hire someone part time, do you feel you can use that freed up time to grow more income than you are spending on the part time help?
If that person says no to question four, what do you really think of this person as a business owner?
I'd say move on to the next!