CORE MOTIVATIONS Altruism, ‘Greater Good’, Fairness Power, Standing, Ambition, Winning Reputation, Saving Face Money Guilt, Shame Security, Health, Family Time Fear Love, Hatred Ideology
WHY HAVENT THEY ALREADY ACTED? LACK OF AWARENESS? LACK OF MOTIVATION? CLASH WITH VALUES OR BELIEF SYSTEM?
What are their motives to STAY with present ? What motivates them in GENERAL? What can motivate them to CHANGE? What do we want them to do? How will us saying it influence what they will hear? How can we make our voice heard ABOVE EVERYTHING ELSE?
MAKE MESSAGE ABOUT THEM LIST CONCRETE BENEFITS FOR THEM
THEN CLARIFY WHAT EXACTLY WE WANT THEM TO DO? ‘ THE ASK’