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Posts Tagged ‘motivating generations at work’

Free Stuff and Rewards- Motivate to Participate

Wednesday, July 29th, 2009

The well known trend site  http://www.trendwatching.com always has fabulous information but a few things struck me as relatable to leaders and business owners that could make an immediate difference in client perception and in profitability.

#1- Free is the new expectation

Savvy customers today are ‘expecting’ something for free- not because they are entitled or are from a certain generation but because ‘free’ allows them to test your brand, use your brand and then speak your brand. An few examples:

Fed-Ex has been offering free printing of 25 resumes for job seekers

The luxury market is offering sample sizes through vending machines

A new website is rewarding brand ‘communicators’ with Amazon points

#2- What Is Your Motivating Reward?

What does your company offer and how can you leverage free or reward?

The new economy is about sharing resources and sharing in profits. The old model is that if someone gave us referral business we would graciously thank them and that would be it. It used to be enough- not anymore. Now the companies or individuals that are rewarding referrals generously are realizing the power of ‘paid word of mouth’. 

An example is an event we were putting on- my team decided that we would generously pay referrals 20% and we would do it with gratitude. A measly 10% or a token of appreciation would not be enough of a reward and so we wanted to ‘go big’ with our thanks. This worked tremendously and the good will from those who referred business to us was incredible. 

A not so favorable comparison is a recent promotion I received promoting a pretty pricey event which of course offered high value. There was no mention of a referral incentive- I though I would ask- and the answer I got was less than motivating. Now when I believe in a product or a person I will shout it from the rooftops BUT if you want to motivate me to mention or refer you from a top of mind standpoint then a referral reward that speaks to me will definitely help.

I am not alone in this- its no different when motivating sales the higher commission or the sweeter prize will become the sales professionals focus. If we want others to sell for us we need to find out what is important to them, what would be incentive for them and how we can ’share resources’ to increase value. 

Welcome to the new economy!

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Motivating Gen Y, X and Zoomers

Wednesday, May 20th, 2009
I am often asked how do we motivate the different generations.
Motivating a Gen Y is like having to be a cheerleader- whether we like it or not! They only respond to praise and when giving feedback they are very sensitive to language- as soon as you use the word ‘criticism’ to a Gen Y they stop listening! An example script to a Gen Y to motivate would be:

“Hey Jordan, excellent job on answering the phone for that client- really well done. Hey next time you would increase your closing ratio if you used this tried and true technique I learned years ago.”

A Gen Y responds to this because you are supporting them not ‘dissing them’. 

A Gen X is much tougher and can hear the feedback but wants you to make sure you don’t blind side them. So you could say to a Gen X

“Tyler, you know how your quota this month was to book 3 meetings? Well you are at 1 meeting and it is the 28th of the month- I have taken a look at your best months and it struck me you could take a stab at the client from 6 months ago to see if that gets you to quota.” 

This motivates a Gen X because they can tell you have done your research and that you are helping them to win. 

To motivate a boomer is much more about recognition and WIFM (what’s in it for me?) so if you say to a boomer the following:

“Cheryl, I dont need to beat around the bush with you- you know what you are doing. I noticed you seem a little stressed or overwhelmed lately and this is affecting your results. What ideas do you have that can solve this? I have some thoughts too I just thought we could brainstorm.” 

Another question I am asked is “ How to you motivate them when they are all together?

You have to ensure you are speaking to each demographic and honoring the values of each demographic. For example when I speak to a group I will put in language that the Gen Y understands such as LOL on a slide or when I am talking I will also put a tech question out to a Gen Y and their simple answer usually blows both the Gen X and the boomers away.
To honor Gen X I recognize them as the squeezed generation managing up and down in age groups and that their ability to deftly manoever between these generations is a valued skill. 
The boomers have worked really hard to get where they are and they are really looking for confirmation that they efforts have not been in vain- so I will honor their hard work ethic and encourage them to share their knowledge rather than to hoard it.

A successful meeting to meet the needs of each generation would have the following:

1. Music/pictures for Gen Y
2. Handouts with supporting data and charts for Gen X and Boomers whereas Gen Y does not want handouts but they want a post meeting email, intranet post or text.
3. Opportunity for them to hear from each demographic- include 20 somethings to present on tech topics to your meetings. The Q and A sessions are nothing short of incredible!
4. Team discussions with mixed ages to solve challenges and come up with ideas
5. Recap of success of meeting, follow up with an email, a post on Facebook, a cheer on the Intranet, a blog post by the company President etc. 

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