Famous in your field tip: focus on your clients' top motivators

Famous in your field tip: focus on your clients’ top motivators“So, what do you do?”

How you answer that question might depend on where you are and who’s asking it. If you’re at a cocktail party, go ahead and tell your conversation partner that you’re a coach, a consultant, a chiropractor, a cobbler.

But don’t stop there. Especially when you’re in a conversation with a potential client or referrer.

After you tell them what you do (in easy-to-understand terms, please!), tell them the results people get from working with you.

Here’s a juicy tip: describe the results in terms of what motivates your customers to buy from you.

If you want to move people to action (and to spend money), you have to tap into the desires that motivate us as human beings.

You want motivation? Here are 26 reasons that people buy:

1) To make money
2) To save money
3) To save time
4) To avoid effort

5) To get more comfort
6) To achieve greater cleanliness
7) To attain fuller health
8) To escape physical pain
9) To gain praise
10) To be popular
11) To attract the opposite sex
12) To conserve possessions
13) To increase enjoyment
14) To gratify curiosity
15) To protect family
16) To be in style
17) To have or hold possessions
18) To satisfy appetite
19) To emulate others
20) To avoid trouble
21) To avoid criticism
22) To be individual
23) To protect reputation
24) To take advantage of opportunities
25) To have safety
26) To make work easier

The top four are typically the strongest motivators.

Those are the ones that you should tap into when you talk about the results you deliver with your services. (But only if they’re relevant to your business. Otherwise, pick the motivators that make sense – if you’re a dating coach, then number 11 is all you, baby!)

Let’s look at how you can position your services to fulfill one or more of these motivators:

  • If you’re a human resources consultant, you don’t just provide human resources services, you deliver cost savings through innovative benefit plans.
  • Your clients make more money because you create a happier, healthier workforce for them.
  • Your clients save time because you are an experienced expert in your field and can find and deliver the best programs and new recruits, while they focus on their money making activities.
  • Your clients avoid effort because you do it for them, better and in less time than they could.

Your fame boosting assignment:

Work those motivators!

This week, take 15 minutes to really think about the products and services you offer and the results that clients get from them.

Position the results in terms of motivators. Then, give your website, marketing materials and elevator speech a “motivation makeover.”


  1. Cindy on May 14, 2014 at 12:53 am

    Like this list. Helping others by connecting the dots as to what you do and the direct benefit is so important to building trust.

  2. Lilia Lee on May 14, 2014 at 8:14 am

    I like this list. Mixing more than one motivator in a single message is a challenge for me, though. Thank you for posting this list.

  3. Lorraine on May 15, 2014 at 12:07 am

    Great post, thinking on these things now!

  4. Jane Lovas on May 15, 2014 at 4:01 pm

    Lori, Your articles are always so timely. Focus on what motivates your clients.


  5. Laura Clark ~ Your Soul Wise Living Mentor on May 16, 2014 at 7:47 am

    In my esoteric field, this has always been such a challenge for me. I was on a call last evening and someone said for me to ‘anchor my heavenly concepts in grounded results’ and now I see this list!!!!!! Off to work some copy with it………..thank you!

  6. Kelley Grimes on May 18, 2014 at 3:04 pm

    Lori I love this fame boosting exercise this week! I plan to do it and more clearly share with others what motivates my clients to work with me and purchase my art and tools for self-nurturing! Thank you!

  7. Tricia on May 18, 2014 at 7:33 pm

    Awesome list! Thanks! The reminder to share results is great and I believe a couple of my results are in the top two! Very cool realization 🙂 Will try this out this week!

  8. BizSugar.com on May 28, 2014 at 2:55 pm

    How to get people to buy from you: 26 motivators

    If you want to move people to action (and to spend money), you have to tap into the desires that motivate us as human beings. Here are 26 reasons that people buy.

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