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

1. Getting your business and
customers motivated for 2014
Workshop
Kent
18 December 2013

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. What motivates you?

4. Why is motivation important?
ABILITY
Can do
PREFERENCE
Like to do
MOTIVATION
Will do

5. Expectancy Theory
Performance = A x M
Vroom- 1964

6. Expectancy Theory
Performance = Ability x
Motivation
Vroom- 1964

7. Expectancy Theory
If Ability
Motivation
= 10
=0
Performance = ?
Vroom- 1964

8. Expectancy Theory
If Ability
Motivation
=5
=5
Performance = ?
Vroom- 1964

9. What motivates you?

10. What motivates you?
Comfort/Lifestyle

11. What motivates you?
Comfort/Lifestyle
Structure

12. What motivates you?
Comfort/Lifestyle
Structure
Relationship

13. What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition

14. What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition
Power

15. What motivates you?
Comfort/Lifestyle
Structure
Relationship
Recognition
Power
Autonomy/Growth

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

18. 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

19. 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

20. 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

28. 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

29. Rumana Aktar
Accounting Freedom

30. Submitting Year End Accounts
Filing Annual Returns

31. Sending in your tax returns
on time...

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

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

35. Maslow’s Hierarchy Of Needs

38. Motivating your customers
18 December 2013
John Austin-Brooks
Vector Resources Limited

39. Do we think or know what motivates
our customers?

40. Do we think or know what motivates
our customers?
•Price
•Service
•Quality
•Hassle free
•I like you
•Complacency

41. 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

42. 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?

43. 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

44. 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

45. 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