If you want to create customer motivation, one of the first places you should look is yourself. The way you speak and communicate with your customers plays a large role in how they feel about your brand, product or service.
==> The Infomercial Example
One prime example of how excitement can play a role in getting people motivated is late-night infomercials. If you turn your TV on late at night and watch these infomercials, you’ll find that every single person you see appears to be jumping out of their skin with excitement.
Infomercials are produced by professionals who truly understand how to motivate a market. If you or your spokesperson is highly passionate, your customers will feel that motivation and get passionate as well.
==> Passion Doesn’t Have to Look a Certain Way
Passion doesn’t always have to look like a person talking quickly or loudly. It can also take a very calm and controlled demeanor.
Take Barack Obama for example. Set aside his politics and just look at him as a public speaker. He’s calm and collected and very rarely displays much emotion. Yet people still describe him as motivational.
==> Felt Passion versus Expressed Passion
Have you ever seen someone speak as if they were passionate, but you thought they were just faking it? For example, if you went to a used car salesman, they might sound very excited about a car – but you just don’t feel it.
That’s probably because they’re trying to emulate what they think excitement looks like, without being truly excited.
The key to transferring passion is to first feel passionate yourself. You can’t just emulate passion; you have to actually feel it inside.
If you can muster up a burning passion as you speak, that’s what will motivate your customers.
==> Who You Are Can Be Intrinsically Motivating
Who you are, your past results and what you stand for can be intrinsically motivating, even if your voice isn’t.
Take Warren Buffett’s speeches for example. Warren Buffett isn’t expressive at all. In fact, there’s not much that’s motivating about the way he speaks. If you didn’t know who he was and saw him speak, you might even find him boring.
Yet people scramble to attend Berkshire Hathaway shareholder meetings just the catch a glimpse of the investing master. It’s perhaps the only shareholder meeting that actually has ticket scalpers.
It’s not because of his speaking skills, but who he is. His past results convey more than his actual voice tone.
==> Voice versus Technique
Voice tone and speaking technique are equally important. If you’ve ever attended a motivational seminar, you’ve seen techniques in action.
The speaker will have you jumping up and down, high fiving your neighbors and employ a whole host of other techniques to get you motivated.
Your voice is crucial, but so is understanding the mechanics of motivation. However, without passion in your voice, no technique will make a difference. Start with a fiery passion that comes from the inside, then add proof, results and techniques on top.