Having Trouble Motivating Others? Try WIIFM

Recently my fourteen-year old son Matt dressed up as Santa Claus and attended a Christmas caroling event for one of my professional organizations. Was my son excited about the idea of spending one of his evenings singing to seniors instead of being with his friends? Not really. Then how did I get Matt to agree so readily to come to the event and play Santa? It was easy; I told him that after we finish caroling we all go back to our host facility and enjoy delicious food. That was enough for Matt. He heard the word food and was ready and willing to go. I could have tried to motivate Matt by telling him what a wonderful thing he would be doing by making so many people happy.

While Matt is a caring teenager, that argument would not have been enough to get him to go. However, tell a teenage boy that there will be good food where you are going and you can get him to do almost anything. I motivated my son to participate in this activity by considering his WIIFM or What's In It For Me

During my workshops, managers and leaders often complain that many of the people in their groups are 'just not motivated.' This is not a true statement. Everyone is motivated by something. The trick is to find out what motivates an individual and demonstrate how he/she will gain that outcome by doing what you suggest. Find out his/her WIIFM. It is very difficult to lead people to move forward in thought or deed unless you connect it with what is important to them. People accept new ideas or take action only when they can see how they will benefit from what you are saying. To be persuasive, you must convince them of the benefits they will gain by adopting your ideas or doing what you recommend.

One of the big mistakes people make is to think that others are motivated by the same things that motivate us. This is rarely true. If we try to persuade others by what motivates us, our words will fall on deaf ears. We must find out what is important to the individual and then we will find they are all ears. Aristotle said, "The fool tells me his reason; the wise man persuades me with my own."

We might not always agree with what is important to another person, however, there should be no judgment placed on someone's motivation. People have a right to their own opinions. We need to take the time to discover what is important to the individual and then link it to where we want that person to go. A word of caution ? when you are operating at the level of motivation, you are dealing with a person's closely held values. We must be sure this is a win-win situation for everyone concerned.

So the next time you have trouble motivating people, try to see it from their point of view. How can they benefit from what you want them to do? When you use WIIFM you will find that it is very easy and even enjoyable to motivate others because you are helping them get what they want while simultaneously accomplishing your own objectives. As for my son, he is already planning to attend this year's caroling event because he wants to partake of that wonderful food.

About The Author

Della Menechella is a speaker, author, and trainer who inspires people to achieve greater success from the inside out. She is a contributing author to Thriving in the Midst of Change and the author of the videotape The Twelve Commandments of Goal Setting. She can be reached at della@dellamenechella.com. Subscribe to free Peak Performance Pointers e-zine - send blank e-mail to mailto:subscribe@dellamenechella.com.

---

Business Team Building Strategy In The Jungle

"Tak kenak! Tak kenak!" "Adak Orang sanak!????"The quiet jungle has... Read More

Why People Dont Listen... and Some Fun Things You Can Do About It

It's frustrating when your co-workers, audience members, teenager or even... Read More

Teaming - How to Build a Team

Team building takes work but the results are worth it.... Read More

How To Lead Your Team To Success

Today, most of us have been involved in a team... Read More

You, Your Team, and Your Coach

The grand purpose of coaching is to help your managers,... Read More

Team Building Survey Reveals Clues, Not Answers

Team Building Question:I'm a manager of a team of 20... Read More

Feedback - How to Make it Effective

Let's look at the detail of giving feedback. Whether you... Read More

Raising Issues In Your Group or Offline

In a recent group coaching session, a client mentioned that... Read More

Building Successful Work Relationships--Playing In The Same Sandbox

Remember playing in your childhood sandbox? If you enjoyed being... Read More

Trust: A Critical Factor to Your Teams Success

True or false? Teams that practice good teamwork contribute to... Read More

What?s Wrong With You, Why Don?t You Understand Me?

Recently while waiting for our lunch to be served in... Read More

Winning Teams on the Football Field and in the Office

Teams, teams, teams. They're all the rage these days. Whether... Read More

Seven Keys to More Effectively Leading Teams

Maybe you find yourself in a new team environment and... Read More

Cross-Cultural Communication: Grin and Jump In!

Multiculturalism is a reality in North America and for those... Read More

Building a Successful Team

Once you've set a goal for yourself as a leader... Read More

How to Align Your Team through Change

Eight Principles for Purposeful AlignmentEffective teamwork requires individual members of... Read More

How To Encourage Ideas From Your Team At Meetings

You're at a meeting with key staff. You want some... Read More

Whats the Secret Ingredient That Turns Groups into Teams?

What's the Secret Ingredient That Turns Groups into Teams? Working... Read More

The Top 7 Things Entrepreneurs Need to Know About Employees

As I work with clients to strengthen their teams and... Read More

Hand Out Warm Glows

Do you remember how you felt after your last interaction... Read More

Marche, or How Teams Work.

On the trail in Northern Canada "Marche" was the word... Read More

Characteristics of High Performance Teams

Abstract: Based on significant research, Entelechy has defined characteristics of... Read More

Feedback For Learning Can Turn Your Team Into Winners

Feedback:Most experts agree both types; constructive and positive feedback are... Read More

Business Innovation ? Effective Team Structures

Creativity can be defined as problem identification and idea generation... Read More

Team Building Celebration Plan -- Perfect For Any Time of Year

When was your last team celebration? Have you been way... Read More

Your Administration Team - Look After Them

In most organisations the administration/support team, although they can be... Read More

Recruiting Government Workers As Franchisees

Many believe a leaner government promotes better freedoms with respect... Read More

Story Telling With a Purpose

For a brief time, I tried to sell life insurance.... Read More

How To Help A Sick Team Become Healthy

Team Building Question:A team is full of animosity, pretended interpersonal... Read More

Grow Your Staff into a Team of Creative Problem Solvers

As a manager, your employees will come to you with... Read More

Effective Brainstorming

Most managers simply herd some people in a room with... Read More

Collaboration Software - Building an Office Without Walls

The rise of the internet has given businesses a new... Read More

Secrets of Successful Teams

To be a success is not always to be a... Read More