How to Motivate Team Members

How to Motivate Team Members without being a Slave Driver

You need to understand that in your business you’re gonna have a certain amount of fall off, a certain amount of atrophy. There’s going to be people who sign up to your team, who say they’re excited, and within a short period of time they just don’t engage. I’ve even had people who sign up, pay the money, and then just completely vanish. I’d refund them if I could get ahold of them, because we’re not here to just take their money.

What do you do though?

You’ve got some folks that have signed up, they said they wanted in and they’re just not taking any action. Here’s what I do and what I recommend.

You have to know your player and connect with them

There’s one of two things typically happening, and usually a little bit of both, to explain why they’ve not actually been engaging. The number one reason, by far, is that they have not really connected with it or they’re not remembering why they signed up in the first place. They’re not really focused on what they want to do next.

You can make all kinds of psychological assumptions about this. You can say,

‘Well, they just got busy. They’re side-tracked. It’s different habits. They’ve gone back to their old routines. It’s hard to start a new habit of action, so they haven’t established that habit.’

That’s all true, but the only thing that’s gonna make them actually move beyond that is a very strong reason. A why. Maybe it’s to make a few hundred extra bucks of for a bigger business dream.

Hopefully, when you’ve talked to them in the presentation or at the start of the process, you’ve had some conversations with them as to why they want to do this. That’s key. If you’re not connecting the business to a reason for them to do it, if it’s just about money and there’s not a specific reason beyond the money that’s compelling for them, it’s more about what the money will do for them, you should know that. You should ask some questions. Ask them…

‘Well, why is that important to you?’

‘I’d love to make some extra money on the side.’

‘But why?’

Always ask ‘why’

It’s a real easy thing to do. Always be willing to ask the question ‘why’ as you’re talking to your prospects and your team members.

If you don’t know their reasons you can always go back and find out, but it’s ideal to know that up front. Then, if somebody is falling off, and they’re just not showing up, they’re not doing the work, they’re not doing anything, and they’re not taking any action, you’ll know their reasons.

Your goal is to help that person engage. But here’s the reality. If that person doesn’t engage and get some kind of result within their first 30 or maybe even 60 days, the probability for them ever doing anything goes way down. You don’t want to let it go too long. If it’s been a week or two and they haven’t taken any action, they haven’t taken any motion on what the next step is to start getting their business moving, your conversation might go like this:

‘Hey, look, I just want to clarify a couple things. I know you got in this thing for x, y, z, reason. This is what you told me you wanted. You wanted to be able to not have to work a second job. You wanted to be able to bring a spouse home from work. You wanted to be able to spend more time with your kids, whatever the case was. You’ve told me these things. Let me ask you something, because I don’t want to make any assumptions, is that still important to you or has something changed in your life?’

Ask that question. In most cases, they’ll say,

‘Of course that’s still important to me, but I’ve got this and I’ve got that.’

I would say to this,

‘Look, I understand life gets in the way. It’s not easy to establish new habits or take first steps sometimes, because we’re used to doing things the way we always do it, right? I’m not here to try to make you do something you don’t want to do, but if you still really want to make those things happen, let’s set a specific time when we’re going to either meet up, have a call, do a Skype, whatever the case is, to start taking those action steps with you.’

I don’t want them to have just signed up for something with high hopes and then, because of habits and because of life, they don’t get the result they came here for. Commit to a time that you can work together to take action.

What are you doing? Most people will say,

‘Hey! Hey! Are you coming to the meeting? Hey, are you coming to the meeting? Hey, have you made your list yet? Hey, did you make those phone calls yet? Hey, have you taken

that action yet?’

Don’t be pushy

If you’re hammering your team for those action steps you’re pushing them away because they’re not connecting to the reason that they got in the thing for the first place. You want to help them achieve their goal. You want to make sure that you connect with that, that you identify with that.

That’s the number one reason, by far. They’re just not connecting with it and you’re

not connecting with it and with them in creating that partnership and then setting a specific time to actually take the action.

It’s the old adage, always book a meeting from a meeting. That’s super important, to keep the chain of activity moving. That will help with the fall off as well.

Share your action plan

Sometimes there’s another explanation. A lot of network marketing companies do not have a real clear picture of how everything comes together. It’s one thing to have a presentation to show how the business works and it’s another thing to tell them,

‘These are some steps that we take. We make a list, we make some phone calls…’

You know, traditional stuff.

I see it a lot where companies don’t really share what their action plan is with people. In the very beginning, sometimes, that’s not a bad thing. You want to keep it super simple, give them a couple of steps and then have that time booked to help them follow through.

On the other hand, some people need to be shown a real road map, some numbers, some projections, some targets for them to hit. If you lay those numbers out and say,

‘This is what we need to do. This is what needs to happen and if you put this work in this is the result you’re gonna get, and because of that result, this is the money you’re gonna make.’

It’s an action plan. Make sure you share that with people.

If you’ve got people who’ve fallen off and you make that connection, you check what their ‘why’ is again, and you’ve set a specific time to take action, I would encourage you to share an action plan with them based upon their goal. Show them what needs to happen to achieve that specific goal so they can see very clearly what they need to do and what to expect.

Sometimes there’s a lot of ambiguity here in this industry when people get started, especially if you’re growing fast and you haven’t got a real solid system backing you up. Or you’re not being effective in getting people plugged into that system to back you up and help them orient themselves and set goals. You need to take that time to do that and help them understand because it will give them a better vision of the how they’re gonna get from here to there.

Change your mindset

If you do have that conversation and someone’s falling off or not really engaging I would encourage you to do this: learn to be able to make the shift from ‘I’ve got a business

partner’ to ‘I have a customer.’

What you don’t want to do is keep going after them. You have to encourage them. But, guess what? If they’re not ready you can’t make them be ready, but you can keep them in involved if you treat them right.

Treat them as a customer, encourage them and don’t push them or expect them to do much business-wise. Be positive and have conversations. You’ll keep those people around in your business and they’ll want to stick around.

When you keep them around in your business, two things can happen. Number one is volume for your team, which is obviously pretty important if we want to make money. There’s an opportunity for them to grow, develop, and make some changes in their life. Something finally clicks and they go, ‘You know what? I need to do this!’

If you’ve irritated them so much and pushed them away, because you kept trying to make them go and they weren’t ready, you’ve lost that person and when they are ready, they’re gonna join somebody else’s team in another company.

Relationships and encouragement matter

It’s all about relationship. Part of the professionalism and the expertise that happens here is learning where those relationship triggers are and how to manage them properly so that people are being served where they want to be served and are being encouraged where they want to be encouraged, but are not being pushed. There’s a big difference.

The above post was extracted from this LIVE session:

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About the Author Jason

Jason is a 3rd generation network marketer and founder of Network Marketing Accelerator. He and his family are collaboratively responsible for generating a multiple 7-figure income in their network marketing businesses. A coach and mentor to hundreds of successful business owners across multiple verticals, Jason is also a co-founder of OuterBox Solutions, a premier eCommerce Web Design firm.