Low Wages - 6 March 2007

There's a perception that employees always want to be paid the highest. In reality, the majority just want to be paid fairly in comparison to others within the organisation and within the industry. If you pay peanuts, you get peanuts. High wages attract people to your company - but they won't keep them there. It's the fulfillment of desires that will do this. Politicians are a prime example of desire in action. Most politicians give up financially lucrative careers in order to serve the public - often at a significantly-reduced level of income. This might be driven by a desire for power, influence, control, fame, or simply just to give back. Whatever the reason, an intense desire has compelled them to go down this road - and it's very rarely about money.

Whether we choose chocolate over fitness, love over war, or pride over apology, we all give up something for the fulfillment of a desire. It's the same process in the sales environment. If you're selling something which fulfills an intense desire, people will pay anything for it.

So what's the desire burning within your employees? It could be additional flexibility (which is the number one preferred reward in the workplace), or it could be the nature of the work, the reputation of the company, the location, staff benefits (such as discounts for childcare and insurance), great management, unparalleled training, career oppportunities, etc.

The secret is to identify the unique desire within each employee and then try to accommodate it. It's a chance to differentiate your company as an Employer of Choice by offering something more valuable than an extra couple of dollars in someone's pay packet.

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