Two things motivate people.
Yes, just two things.
Understanding these two things will help you in connecting with your database and providing value to them. Once you know them you will activate your Reticular Activating System (RAS).
Your RAS is the system in the brain that keeps you from going insane. When you think about the number of potential stimuli that your brain has to process in any given second it is in the billions. How fast are you breathing? The background noise. What color are the walls? And on and on and on.
Your RAS filters out the noise and allows you to focus on what is important. Have you ever bought a new, or new to you, car? And did you see those same color or model cars everywhere? That is your RAS at work. Prior to the purchase your RAS filtered them out and afterward recognized it was important information and filtered them in.
You can use your RAS to your benefit. Not just for this particular point but for anything in your life. We are going to use it for developing relationships with your database, initiating the filter for the two factors that motivate human beings…pain and pleasure.
That’s it…just pain and pleasure. Those are the two things you have to look and listen for. Then when you hear it, do something.
You can ask more questions.
You can empathize.
You can offer solutions.
You can provide a referral.
You can share in their excitement.
You can congratulate them. You can send something.
It really doesn’t matter so much what you do but instead that you notice and do something. In many cases the something you do could be an opportunity for a repeat client or a referral to a new client.