How To Motivate Others (And Yourself)

how to motivate others

There are 2 primary ways on how to motivate others, namely via pain and reward.

Pain means if you do NOT get the job done, or if you do NOT achieve the target, you’re going to get punished.

Reward means if you get the job done, or if you achieve the target, then you’re going to be rewarded with some kind of prize.

Which do you think is a more powerful force in motivating people to get the job done (or in other words get them to achieve their targets)?

The answer is PAIN, although there are some people who are going to be more motivated at the thought of receiving some kind of reward. Most people, however, FEAR pain more than they like receiving reward.

Let’s talk about reward

In general, humans can be divided into 3 categories:

1. People who MAKE things happen

2. People who WATCH things happen

3. People who SAY “what happened?”

Imagine you’re the sales manager for a large corporation. Sales have been slow for the last few months, and you want to motivate your sales team so that they can sell more products.

You say to them:

“Okay guys, sales have been slumping for the past few months and management is very unhappy about it. We need to drastically increase our performance by closing more sales and to do that they have come up with a very attractive compensation package.

If you can make 30 sales a month (that’s just 1 sale/day), then the company is going to give you an ADDITIONAL commission of $20/sale – that’s EXTRA money on top of what you’re currently already getting for each sale.”

For the first category (people who MAKE things happen)

They are optimistic and INTITIALLY they’re going to be excited about this extra commission and will probably go all out to make sure that they get the biggest commission possible.

I say initially because most of the time people can’t endure temporary setbacks and they expect to see instant results.

Even for this first category of people, who are deemed as possessing the best attitude compared to the other 2 categories of people, their perseverance and will is NOT strong enough and they’ll typically give up before achieving any results.

Only a very small minority of people can handle failures and setbacks well, and these are the people who will eventually achieve success.

For the second category of people (people who WATCH things happen)

They are FAR LESS optimistic as the first category. They are a LITTLE bit excited about the possibility of earning extra commissions, but not as excited as the first category of people.

They’re afraid that if they try to go all out they will fail, and/or they’re afraid that the company will not keep up its promise of giving extra commissions. They do NOT want to be the first one to go all out.

They must see and witness OTHER PEOPLE going all out, succeed, and receive the extra commissions first before they want to go all out themselves.

Their thinking is along the lines of:

“Rather than wasting my time on something that may not be achievable, let’s just wait if other people can achieve it. Even if they can achieve it, the company may not keep its promise by honoring the extra commissions. If someone can actually do it and get paid the extra money, then I’ll go all out. But until then, let’s just wait and see.”

For the third category of people (people who SAY “what happened”)

These people are oblivious to what’s happening around them. They don’t pay attention to what’s going on and they don’t really care.

Only when GOOD things start to happen to their co-workers (getting the extra commissions in this case) do they start to ask “what happened”?

Let’s talk about PAIN

Earlier I said that pain is a greater motivator than reward when you want to ask somebody to do something that he doesn’t want to do.

In the extra commission’s example, reward (the extra commissions) was used to motivate employees to work harder to increase sales.

If, instead of using a reward, you use PAIN to motivate them by saying:

“Okay guys, sales have been slumping for the past few months and management is very unhappy about it. We need to drastically increase our performance by closing more sales and to do that they have come up with a punishment system.

If you can’t make 30 sales a month (that’s just 1 sale/day), then the company has no choice but to fire you immediately.”

Now, how do you think your sales team will react?

Yup, they’re going to be both angry and scared at the same time. Angry with the company for setting such strict measures. Scared because they’re afraid that if they can’t achieve 30 sales/month, they’re going to lose their jobs.

(…this means no income – who is going to feed the family? Who is going to support them?)

In this case, all three categories of people – those who MAKE things happen, those who SEE things happen, and those who SAY “what happened” are going to be WORKING THEIR a** off! This I can guarantee!

BUT…

A better and greater motivator would be to use PAIN and REWARD together, like this:

“Okay guys, sales have been slumping for the past few months and management is very unhappy about it. We need to drastically increase our performance by closing more sales and to do that they have come up with a punishment system.

If you can make 30 sales a month (that’s just 1 sale/day), then the company is going to give you an ADDITIONAL commission of $20/sale – that’s EXTRA money on top of what you’re currently already getting for each sale.

However, if you can’t make 30 sales a month, then the company has no choice but to fire you immediately.”

Used together, PAIN and REWARD becomes a LETHAL combination to “force” someone to do something that he or she doesn’t like.

How can you use this in your internet business?

Set a pain and reward system in your Internet business. If you succeed in achieving your goal, give yourself a reward. If not, use SEVERE pain to punish yourself SEVERELY.

Example:

BOLDY tell your close friends and family members (especially those who have been ridiculing you that you should stop dreaming of making money online) that you’re going to achieve X amount of income from your Internet business.

If you succeed, of course you’ll be happy with all the extra income you’ve gotten – this is the REWARD.

If you fail, then you’ll be very embarrassed (especially with those who have been ridiculing you all this time) – this is the PAIN.

This is exactly how to motivate others and yourself.

What do you think? Have you ever used PAIN and REWARD to motivate yourself both in business or in life? Let me know in a comment below…

10 Responses to “How To Motivate Others (And Yourself)”

  • Amy on February 3, 2012

    I’m a teacher, so motivating others is a key part of the job. Always looking for new strategies, and inspiration, really. I have to motivate myself sometimes too!

  • Per - Foredragsholder on November 24, 2010

    “He mentioned that all human doing things for 2 only reasons: to avoid pain & to gain pleasure.”
    Even though I know it is much more fun to gain pleasure, I too often do things to avoid pain :-)
    Anyway, I am getting there – trying to see possibilities rather than the opposite..

  • Jeannete Aroyo on September 15, 2010

    I agree that to be able to motivate ones self, pain and reward are the two main factors that must be needed. You have to experience pain first before you will be able to succeed and reward yourself.

  • Jacky Chan on July 31, 2010

    Very true. I do remember there is one principle created by Anthony Robbins:- “The Pain Pleasure Principle”. He mentioned that all human doing things for 2 only reasons: to avoid pain & to gain pleasure.

    So,he always using this principle in changing people unwanted habits like smoking. The way he use s to associate the pain to the unwanted habit/behavior and to re-associate the new habit/behavior with pleasure.

    I think we can use the same strategy as well in our internet business.

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  • RAY on January 25, 2010

    Very incisive and thought provoking.Keep it up.

  • Joe Rollin on January 25, 2010

    Very truthfull its hard somedays to stay motivated especially with such a hectic and busy lifestyle we have today that its hard to keep your focus on your buisness. I have used the rewards myself by achieving a certain goal I set at the start of the month the reward being a special night out or a golf game at a new golf course I make the reward something I normally would not do. The pain would be less income of course also include working longer hours to achieve the following month reward.

  • Curtis on January 25, 2010

    Very insightful. I too have struggled with the ups and downs of keeping yourself motivated. I once heard an anecdote about motivation. Motivation is like good hygiene, you need to do it everyday. You need to find your motivating factor and do it everyday.

  • trevonline on January 25, 2010

    Hey Welly Trev here(trevonline)

    Great self motivator

    FIGJAM yourself

    F….F….
    I….Im
    G….Good
    J….Just
    A….Ask

    M….Me

    All the best trev

    Good Luck from an Aussie

  • Haryo Hardy on January 25, 2010

    Hi Welly, nice post you have here.

    Let’s be a person that make things happen ya, not only watching things happen :D

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