Sadly while most favours are a huge demand of either your Time, Talent or Treasure, the person doing the asking doesn’t also put into perspective what you’ll get out of granting their request.
Here’s something you ought to know, human beings are motivated to do stuff for others or buy from others for mostly 7 reasons or motives
1. Motive of love or friendship
2. Motive of fear
3. Motive of revenge
4. Motive of financial gain
5. Motive of sex
6. Motive of power/fame
7. Motive of contribution
I’ll discuss these motives briefly so you get a better understanding on what you ought to do right before asking your next favour or even making customers desirous to purchase from you.
1. Motive of Love. It is a well established fact that a man in love will go a great distance to prove his love to the subject of his affection. Of course women in love do so also, especially mothers. A good mother will do nearly anything or everything to take care of her kids. It’s a labour of love. She doesn’t need a motivational speaker to ginger her to sell jewelry or her car in order to pay for her kid’s school fees. No! She’s already sufficiently motivated by love.
Some friends, few though, would willingly share their plate of food, give large sums of money in unsecured loans, give out a bedroom in their house with someone who they consider to be a dear friend. They don’t need to be inspired or led by God to do so. They act out of a desire to maintain cordial relations with a person they consider to be a close friend.
2. Motive of Fear. It is possible to be motivated by fear. It’s why people buy insurance policies, hire private security guards and build high walls around their houses. Understanding what problem your service or product helps solve for your customer and knowing how to portray it so it leverages on the human desire to avoid pain.
3. Motive of Revenge. Sometimes we act out of a need to spite another. Rotimi Amaechi the former governor of Rivers State spent large sums of money in campaigning for the emergence of Gen. Mohammed Buhari as the President of the Federal Republic of Nigeria. Why did he do that? Well, I assure you it was a motive to get vengeance on the former president and his associates in the PDP for thwarting his election as the Chairman of the Governors Forum.
4. Motive of Financial Gain. The reason most people’s requests for securing a viable business venture capitalist to fund their idea is that they often don’t offer much on the table for the venture capitalist to get excited about. There’s a big difference between asking for loan to float a business or asking for money to partner with someone and launch out together. People feel more compelled to act when they sense a financial reward.
5. Motive of Sex. What can I say? Since the beginning of time, great wars have been fought over the lust of flesh. Some banks bait their customers with pretty marketers and bank tellers with cute faces in order to lure them into doing business. Advert companies put a great looking model on the bonnet of a sports car. It’s a subtle promise that if you buy this car, girls like this would be attracted to you. A pretty face makes a man impatient. Men are motivated to action if it vaguely promises to lead to a sexual treatise in the future.
6. Motive of Power or Fame. As a public speaker, sometimes I speak for a fee. Other times though I may choose to speak for free especially if the platform on which I’ll be speaking promises to advance my longer-term goals and position me as an authority within an industry or bring me fame. Nearly every speaker would charge a fee to speak to an audience in a large hall but would speak to an audience nearly x1000 times larger for free either on television or radio. Why? They are motivated by the allure of fame.
7. Motive for Longevity Some people have a motive to build or create a movement long after they have died. Many desire a lasting legacy for themselves. So Bill Gates, the world’s richest man and Warren Buffet, one of the world’s most astute investors decided to give away a huge portion of their wealth to charity. Quickly other equally rich men and Arab princes followed suit.
Let me assure you that it is not so much that these men love poor African babies with kwashiokor and pot-bellies, and flies buzzing around their runny noses. Rather it appeals to the fact that they would want their names to forever be written in history’s books and passed down several generations. The world has seen many of its richest men die from Andrew Carnegie, John D. Rockefeller, Mansa Musa etc. Yet, the world continues. What motivates these men to give their money to charity is a need to have posterity be kind on them even long after they’re dead and gone.
So there you have it. 7 real motives that you should be aware of when seeking to influence people to act is a desirous manner. If you neglect these motives whether you’re asking for money to start a business venture, sponsorship for a program, book launch, sell a product or service, or asking for a favour to _____________ fill in the blank, your chances are slim to none.
Every good marketer, salesperson, motivational speaker or master persuader must know how to offer their target several motives in order to close a deal or gain a favorable response.