What are some ways to communicate with people who have different levels of motivation?

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Communication is a vital skill for social impact, but it can be challenging when you encounter people who have different levels of motivation. Whether you are trying to persuade, inspire, or collaborate with others, you need to adapt your communication style to match their motivation level. Here are some ways to communicate with people who have different levels of motivation.

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1 Assess their motivation level

Before you communicate with someone, try to assess their motivation level. You can do this by observing their behavior, listening to their words, and asking open-ended questions. For example, you can look for signs of enthusiasm, interest, curiosity, resistance, or indifference. You can also listen for cues such as goals, values, needs, challenges, or fears. You can ask questions such as "What are you hoping to achieve?", "What are you passionate about?", or "What are you struggling with?". By assessing their motivation level, you can tailor your communication to their needs and preferences.

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Valerie Futch Ehrlich, PhD

AI for Mission-Driven Orgs | Eval & Learning | Leadership Coach | Dot Connector
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In my work, when considering motivation, I have found the Expectancy-Value-Cost (EVC) approach useful. It helps you understand underlying perceptions of motivations around whether a person thinks they are capable of something (E), whether it has value to their work or life (V), and whether they think they can put the time or resources into it (C). This helps you understand what is behind their motivation, or lack thereof, and what you might want to appeal to in your communication or design.

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Jane Fisher

Founder @ Social Impact Startup imii – Raising SEIS | Reimagining Immigration for a Brighter Future | Communications Consultant For Change-Makers
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Often it's not about "levels" of motivation, but about the angle. In my experience of recruiting and training volunteers, I've dealt with different reasons why they wanted to contribute. Some come specifically to make an impact. Some come onboard to improve their own skills. Some are trying to build up a portfolio of something they used to do for hobby, and transition into a different profession. Make sure you understand what really motivates this specific person, and address that. You can't always motivate a group of people with the same arguments.

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Jose Sergio Torres

Growth Hacker | DASM? | Google Project? Manager
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Adaptarse a diferentes niveles de motivación implica variedad en la comunicación. Inspirar a aquellos altamente motivados con desafíos y metas ambiciosas. Para los menos motivados, destaca beneficios personales y conexiones emocionales. Utiliza estilos comunicativos variados: visual, auditivo, y kinestésico. Fomenta un ambiente de apoyo, reconociendo logros y ofreciendo oportunidades de desarrollo. Escucha activamente para comprender sus perspectivas y ajusta tu enfoque en consecuencia, construyendo así una comunicación inclusiva y efectiva.

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2 Use the right tone and language

The tone and language you use can have a significant impact on how your message is received and understood. Depending on the motivation level of your audience, you may need to adjust your tone and language to suit them. For example, if you are communicating with someone who is highly motivated, you can use a positive, enthusiastic, and confident tone. You can also use language that emphasizes the benefits, opportunities, and solutions. If you are communicating with someone who is lowly motivated, you may need to use a more empathetic, supportive, and respectful tone. You can also use language that acknowledges the challenges, concerns, and emotions.

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3 Provide the right amount and type of information

Another way to communicate with people who have different levels of motivation is to provide the right amount and type of information. Depending on the motivation level of your audience, you may need to adjust the amount and type of information you share. For example, if you are communicating with someone who is highly motivated, you can provide more information that is relevant, specific, and actionable. You can also use examples, stories, and data to support your points. If you are communicating with someone who is lowly motivated, you may need to provide less information that is simple, clear, and concise. You can also use questions, feedback, and suggestions to engage them.

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4 Align your communication goals and outcomes

Finally, you need to align your communication goals and outcomes with the motivation level of your audience. Depending on the motivation level of your audience, you may need to adjust your communication goals and outcomes to match them. For example, if you are communicating with someone who is highly motivated, your communication goal may be to inspire, influence, or persuade them. Your communication outcome may be to get them to take action, commit to a plan, or support a cause. If you are communicating with someone who is lowly motivated, your communication goal may be to inform, educate, or assist them. Your communication outcome may be to increase their awareness, understanding, or confidence.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are some ways to communicate with people who have different levels of motivation?

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1 Assess their motivation level

2 Use the right tone and language

3 Provide the right amount and type of information

4 Align your communication goals and outcomes

5 Here’s what else to consider

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