Motivation
There is a subtle truth about how we motivate others that every entrepreneur must understand to be effective.
The first part of this truth is that most companies motivate people by fear of loss rather than by hope of gain. You can confirm this opinion for yourself by simply watching TV or picking up a magazine.
The second part of this truth is actually very good news for enlightened entrepreneurs.
Because we understand that most advertising contains a fear of loss message. we can position our processes and offerings to counter that embedded negativity. Our company can become the positive alternative. This elevates what we say and do to a position of hope and optimism as opposed to fear and dread.
Here are some ways we can positively demonstrate this to our customers, employees and vendors:
Customers:
Create a Customer Counsel – Several times each year bring a group of customers to your facility or a nice hotel and solicit their input on how you can provide them with better products and services. Make it all about them and their needs. Create an atmosphere of openness and resist the temptation to push your needs or make excuses. Follow up by providing them with the kinds of products and solutions they asked for. Commit to doing this every year.
Treat them as equals – Even if your company is much larger or provides exclusive access to certain products or services, proactively treat even the smallest customer as a peer. Remember that customers talk to each other and that the ones who are small today may someday be your largest source of revenue. Respect everyone.
Employees:
Stay close to them – Create regular opportunities for your employees to interact with senior managers and owners. Our companies have bi-weekly “brown bag lunches” where all company employees are invited to spend 90 minutes having lunch with the owners. They give us advice on what is and is not working – we take pages of notes. The notes become part of our focus to move the company forward. Everyone wants to be heard – especially by the boss.
Celebrate, Celebrate, Celebrate – People motivate more by gaining a little recognition than by any number of raises they receive. Recognize birthdays, anniversaries of years served, outstanding performance, etc. Remember to make these recognitions company-wide. It is easy to forget the folks in administration or the warehouse – don’t wait till they walk off the job in frustration to recognize them!
Vendors:
Proactively praise them – Go out of your way to give your vendors and their representatives positive feedback whenever possible. Just as you and your employees have a job to do; their job is to serve you and your competitors. When the time comes that the products you need from them are in short supply, or you have to wait a few extra days to pay their invoices (and you will), the small investment you have made by encouraging them will pay big dividends.
Motivating others is about giving them what they really want. Short-term manipulation using thinly veiled negative messages may give us immediate results; but healthy companies and lasting relationships depend on creating mutual respect and positive interactions.
You’re the boss – proper motivation starts with you!
