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Posts Tagged ‘message’

Money Motivations

June 13th, 2014 No comments

There are many motivators in life. In sales, some pros speak of the five motivators of pride, profit, love, need and fear. A certain consultant you may know routinely uses fear tactics as a motivator, why? Because it can work. So too the other motivators, in the case of today's column, money or 'profit.'

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The 2008 Financial Meltdown, a Gift in Disguise for Manufactured Housing?

Please don't get me wrong. In an ideal world, we would have had no meltdown in 2008. But our world isn't perfect, so given that reality, the crash of the conventional housing market offers numerous prime opportunities for manufactured housing pros.

Among them is the fact that millions no longer believe that a site built house is a good 'investment.'

That said, a savvy marketer or sales guru can position a message that effectively says… "The money saved by buying our home can be used to invest, for travel, cars, charity, education, you name it!"

Profit is the common motive for why:

  • people invest,
  • or why they try to save, or why
  • they open a business and
  • they may opt for this career over another.

Even in government, money is a motivator. Bureaucratic programs often have a de facto incentive to spend all the money allocated, or they may get less funding the next year. The VA scandal reminded us that bonuses exist at the federal level, and that if staff can't earn the bonus honestly, they may "game the system" to get the money by stealth.

Quality Pays

When someone's budget is tight, there is no point in trying to push a solution the buyer can't afford. But when discretionary spending is an option, a savvy sales pro can justify a higher price through the message that "quality pays."

Resonating not Manipulating

Speaking of the customer, be it this or any sales and marketing methods, let's restate a basic premise. We are not about manipulating the customer. For some 25 years, I've preached that a deal is only a good deal if all involved benefit from it.

So why learn sales and marketing methods at all? Because some customers need to be guided in their decision, and when you see what motivates them, you are in a better position to advise and serve them.

You can get everything out of life you want, when you help enough other people get out of life what they want.” – Zig Ziglar.

The Five Motivators

In all of your sales and marketing, think about how money motivates. And think about how all of the 5 Motivators, pride, profit, love, need and fear. As you ask questions, listen and do your discovery with a customer, you will often pick up the clues that tell you which of the motivators is the best one with the prospect in front of you. ##

L. A. "Tony" KovachL. A. 'Tony' Kovach ManufacturedHomeLivingNews.com | MHProNews.com | Business and Public Marketing & Ads: B2B | B2C Websites, Contract Marketing & Sales Training, Consulting, Speaking: MHC-MD.com | LATonyKovach.com | Office 863-213-4090 Connect on LinkedIN: http://www.linkedin.com/in/latonykovach 

Reading, listening, remembering

May 16th, 2010 No comments

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If you’ve been to Tony Kovach’s Masthead blog post for today, you’ve discovered that we’re going to begin making podcasts of a good bit of the material here at MHMSM.com available in June.

That means that you’ll have the opportunity to listen to our articles and maybe some extra materials as you work or even while you’re in your car. This is part of our ongoing effort to make our materials more useful for you.

Most of you have discovered by now that the audio file you’re listening to is pretty much word-for-word the same as the text part of this post, and if you’re listening to this audio file right now and you’re like 80% of the people who are listening, you are also reading along with me.

This is valuable to you because research says that the more of your reader’s or listener’s senses you engage, the better recall they will have of your message.

And getting your message across is what marketing and advertising are all about. I’m going to make this a very short post because I hope you’ve learned one important thing from it – listening AND reading is better than listening OR reading.

If you’ve grasped just that one idea, this post may prove invaluable for you.

This is just one of the dozens of ideas we have to expand your marketing effectiveness. Jump on over to the MHMSM.com Solutions page when you are ready for more.