What Really Drives Business Success?
So how do you really get stuff done in your business? What motivates a business? What are a business’ motivators? How, at its core does a business become a success? You can watch this short video or read on…
Business success comes back to the ability to get people to what the business wants and needs them to do.
Let’s go back to basics and look at some scenarios. By breaking down what happens when we need someone to do something into 3 parts:
I/the business (Person A) need
Insert person doing the thing I need and in this case it’s the client (Person B)
To do (insert thing X that I need).
It looks kind of like this:
For my business (Person A) to succeed I need more clients (Person B) to opt in to my funnel (thing X).
For my business (Person A) to succeed I need my staff (Person B) to perform a task (thing X).
For my business (Person A) to succeed I need me (Person B) need to provide direction (thing x).
Too often in business we focus on what we as Person A need or the outcome or output we desire, Thing X. We focus on these things because this is what we need to grow our business, for our business to be successful. However we forget one crucial part.
What are we doing wrong with motivation and engagement when it comes to business success?
Here’s the truth, the business is not the one doing the action needed to produce Thing X. It’s not the focus.
Thing X is the outcome or output, until someone takes action and does it – it remains un-done.
Person B is the person taking the action. They’re the person in control here.
So why have I made them paler in the image? Because they are invisible to most businesses.
Businesses forget that it’s up to Person B to decide if Thing X will be done or not. That means that not only they are in control but also that Person A is reliant on Person B being motivated to do Thing X.
Let’s refer to the earlier examples.
Clients (Person B) are the ones who are motivated and decide to opt in to Person A’s funnel (Thing X).
Staff (Person B) are the ones performing the task (Thing X) for the business (Person A).
I (Person B) provide the direction (Thing X) for my business (Person A).
Without Person B taking the action, Thing X never gets done. So how do we get more of Thing X done? How do we improve staff engagement? How do we motivate staff? How do we increase client engagement? What motivates clients? How do we increase our personal engagement? How do we motivate ourselves? How do we improve our business success?
We stop making it about Person A and Thing X and make it all about Person B!
How do we motivate people?
We need to appeal to what drives them to do things. Anything!
Here’s the thing. It’s not money. It’s not bonuses. It’s not as hard as you think.
We humans are simple beings and there are 5 things which drive our behaviour.
Our Fears stop us from taking action.
Our Needs are our core requirements.
Our Beliefs are the stories we’ve been told through our life which become our truth.
Our Values are our guiding (moral/ethical) compass.
Our Goals are the things we seek for ourselves.
These are the things which guide our behavior.
They also stack like that.
If someone is behaving from a place of Fear, you’ll find it difficult to get the to behave from any of the other drivers.
If someone is behaving from a place of Need, appealing to their Values won’t make them do any more.
If someone is behaving from a place of Beliefs, appealing to their Goals won’t sway them.
If someone is behaving from their Values, appealing to their Goals won’t convince them any more.
To drive the action we need and desire in business we need to focus on what drives the person taking the action.