Have you ever wondered why your prospects say they want to do business with you and fail to follow through? Or why it is easy to do some things and so hard to get started or to follow through on others?
Patterns of Starting and Finishing
The clues to follow-through often lie in the reason or motivation people have for doing something. Understanding why someone wishes to do business with us tells us something about how we are likely to need to manage the relationship.
Let’s just take two scenarios. In the first, the objective is to achieve an end goal and in the second, the objective is to do things right or to do the right thing. The pattern of motivation from beginning to end differs in these two scenarios.
In the first case, with our eye fixed upon a defined prize or end result, the pattern is quite straight forward. Being specific rather than flexible helps keep us engaged. When we do things to achieve a specific goal, our motivation tends to build as we get closer to achieving it.
The inclination to finish something that gets us to the result or outcome grows and strengthens as we see the effect of our commitment and get near our goal. The “looming larger” effect propels us forward.
However, when we are doing something because we feel we ought to, because it is the right thing to do, or because we want to do it right, we might start out strong, but our motivation is likely to sag somewhere along the way and need some extra attention if it is to pick up again for a good finish.
When the goal itself is secondary to our real objective, we are likely to experience the same flagging of motivation after a while. When we do things to please others, this slowing of motivation is likely to occur unless we have a strong vested interest in the outcome. It is also likely to show up if we are doing something to avoid consequences rather than to achieve an outcome.
What does this mean for your business? How could you change what you do to help your customers stay focused and on track?
Does this information show you something about why you find it easier to do some things and find your motivation slowing with others?
What gets you moving? Do you tend to “move toward” or is your style more reactive or defensive?
The great Napoleon Hill emphasized building up your “burning desire” for something. Decades later, motivational research lends credence to his principles. If you have that burning desire, your motivation will begin its climb the moment you start!
Author: Sue Hines