How to attract hundreds of cash paying clients to your business or website and generate mega profits

@eliotkellyofficial

To stir up the innate motivation in others, we must first see through their eyes and feel through their emotions. In this article I will teach you how to discover the desires that naturally animate and activate your potential customers. Equipped with this knowledge and having identified your potential customers’ primary motivations, you can then more accurately anticipate their needs, position yourself and/or products/services as their solution and add value.

Here are the nine basic motives, some combination of which is used by your potential and existing clients:

Love

Love is consistent with our higher values and goals. It expands our sense of self and helps us to function. In Changepower, written by Meg Selig, the author lists love as one of, what she calls, the ‘Eight Great Motivators.’ Selig’s classification is not just love in the sense of romantic love but includes love of family and friends. Here are two examples of people who were motivated to change habits because of love and loving relationships that Selig references –

- Phillip quit smoking when a friend with heart disease asked if they could quit together.

- Sam quit drinking when his girlfriend told him she wouldn’t marry someone who drank. They have now been married for over 20 years.

Love, as a source of motivation and energy, transforms us into a better version of ourselves. When we spread love, we are projecting our best to our potential and existing clients. What are you waiting for? Start loving!

Sex

The motivators for sex are usually biological. Just as the motivators for love are typically psychological, the biological motivation of sex is usually centred around the need to reproduce, seek pleasure, relieve stress, self-expression and identity. Helping potential clients to discover and express themselves increases loyalty and deepens the relationship between you and them.

Attract your ideal clients by inviting and inspiring them to be the best version of themselves. Your products and services should compliment their aspiration to do this.

Self-preservation

In 2009, the Daily Mail newspaper publication, dubbed Donna McNamee and Abigail Sicolo — ‘Superwomen.’ Both women sprang into action when Bailey Fowler, an eight-year-old boy, was ran over outside their homes.

On hearing his screams, the newspaper reported that Miss McNamee and Miss Sicolo, ran out and grabbed the car’s bumper. They were joined by Anthony McNamee, Donna’s father, who helped the two lift the car so the boy could be pulled free.

Bailey suffered a broken leg and crushing injuries but made a full recovery. The family of the young boy believed that had it not been for the quick response from the two women, that Bailey would have died.

According to Charles Darwin and his theory of natural selection, the basic motivation of all living things is self-preservation. For humans this is extended in emergency situations like Bailey’s, where people accomplish extraordinary feats to save human life. We can use this knowledge to attract potential clients. When we are designing our products and services, we can identify how what we are creating is going to help our customers.

Most people are wired to think, ‘What’s in it for me?” This is not a bad thing and is natural. For example, when crafting ads for a product or service, instead of turning off potential clients with technical jargon, utilise your copy to share the benefits of your products or services.

Here is an exercise for you: What are the benefits of using your product or service? Make a list. What pain points does it soothe? What problems are solved by it? Write them down.

Target your potential clients’ wants more than their needs. Show them a future where your product or service makes them a fun, successful and happier version of themselves.

Freedom of body and mind

Victor E. Frankl was a highly respected psychiatrist in his native Austria when he was transported to Auschwitz in 1944. In his book, Man’s Search For Meaning, the holocaust survivor wrote, “The last of the human freedoms: To choose in any given set of circumstances to choose one’s own way, and there were always choices to make. Every day, every hour, offered the opportunity to make a decision which determined whether you would or would not submit to these powers which threatened to rob you of your very self, your inner freedom, which determined whether or not you become the plaything of circumstance, renouncing freedom and dignity…”

Frankl’s words sum up how our products and services should make potential clients feel — proud, dignified, and free.

Personal expression and recognition

Recently I was sat in the departure lounge at Heathrow International Airport, having a cup of tea. I observed and looked all around me and noticed that most people were completely absorbed, concentraing on one device or another. Can you guess the logo I could see on most of the devices? You guessed it! Apple. Hundreds of thousands of people associate themselves as Apple fans. It is an affiliation, a partnership I dare say, for some, with one of the leading brands in the electronics and gadgets space. Your potential customers yearn to be associated with what is hot, what’s trending, popular and functional. Our job as entrepreneurs is to share solutions with potential clients that compliment their desires. You can duplicate the success of brands like Apple. You can help your customers experience these emotions by placing a focus on ‘delivering the goods’ and representing something bigger than your product and service.

Perpetuation of life after death

I have interviewed hundreds of experts, CEOs, and entrepreneurs. One of the common characteristics of our conversations is that somewhere throughout, we end up discussing legacy, succession planning and the future. Your potential clients likewise have an interest in their future. Persons who work as sales professionals in the life insurance, pensions, and investment fields, amongst others, are very familiar with clients’ need for a sense of security, wellbeing, and organisation of a range of personal and professional affairs.

How does your product provide a sense of security for your clients?

Limiting access to client’s sensitive data, providing insurance cover, password protection, establishing back-up and cloud protocols, training, and franchising, are all examples of perpetuating life. Refer to your benefits list and add any ideas that were sparked when you thought of ways your products/services may add value to your client in a way that could benefit those they are related to or are friends with.

Revenge

Revenge is destructive; however, the reality is that many people are motivated by it. Chances are you can think of a revenge story.

When you think about that story was it net positive?

How can you use the motivation of revenge to attract clients? During your journey as an entrepreneur, you will come across competitors who may copy your work or idea, you will also have appointments cancel on you last minute, deliveries that are meant for Friday delivery, will turn up the following week and another classic, the cheque that was supposed to clear today, it may not be available until thirty working days later, instead of thirty days later.

Disappointment is what normally triggers the motivation for revenge. By maintaining a positive state, your mind will remain open to see hidden opportunities competitors will not see. One popular area of contention for creatives or businesses that own intellectual property is copyrights and infringement. The major disadvatage for copycats is that the copycat is always one step behind the creator. Consider these breaches as a form of flattery and take legal action where necessary. Use your creativity to reframe disappointment, set yourself up for success by taking measures to protect your businesses’ assets. Additionally, detoxification from negativity may include meditation, reading or exercise etc… When Frank Sinatra said, the best revenge is massive success, I think he meant for us to deliver exceptional service in the face of the inevitable adversities of life.

Fear

Harriet Tubman was an escaped enslaved woman who became a ‘Conductor’ on the underground railroad, leading enslaved people to freedom before the civil war, all while carrying a bounty on her head. Tubman risked her life to lead hundreds of family members and other slaves from the plantation system to freedom on an elaborate secret network of safe houses.

Was Tubman born into slavery? Yes. Did she remain that way? No. Do you think Harriet Tubman experienced fear? Of course! She experienced fear and did it anyway. To attract clients overnight regardless of the economy, you too need to develop a network of products/services that your ideal client can use.

One of the features I like about our YouTube channel, Eliot Kelly TV, is that when one video is finished, if a viewer is subscribed, they can then watch another one. Each video is designed to add value through financial education, expert interviews, and tips. It is our goal to share the platform to help others minimise and manage their fear. I believe that if we are afraid of anything or anybody, we cannot be free.

Share your expertise and knowledge of your product, service, or field. By doing so, you not only help your potential clients with their fears, but also you help yourself. Fear is an indicator of a lack of knowledge. When you find creative ways to inform your potential clients about your products/services it automatically begins to decrease buyer resistance and helps them to purchase with confidence.

Harriett Tubman was a great example of leading by example. How can you lead by example in your field?

When you know exactly why a potential client would want to buy your product/service, then you can tailor an effective strategy to suit their interests and inclinations. Invest time to understand the underlying motivations that influence your prospect interactions and watch your business grow by acting based on what you have learned.

By focusing on any one of the nine motivations we covered, you can increase your client acquisition overnight. When the psychology of the nine motivations is integrated into your customer journey, the results become exponential.

Eliot Kelly is recognised as a serial Entrepreneur, and has been featured on CNN, BBC, BBC Three’s Be Your Own Boss and an extensive list of magazines and articles.

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Eliot Kelly

Eliot Kelly is recognised as a serial Entrepreneur, and has been featured on CNN, BBC Three’s Be Your Own Boss and an extensive list of magazines and articles.