“WIIFM – What’s in it for me?”

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WIIFM?

“WIIFM – What’s in it for me?”

Oftentimes, when we’re trying to persuade or influence someone, we tend to focus on what we can offer. But we also have to think about what they really want.

“WIIFM – What’s in it for me?”

“Why should I listen to you?”

“Why should I take the time to watch your sales video?”

You have to tell the reasons why they should choose you instead of every other consultant out there.

You have to give them a product benefit that can solve his problems.

If you’re selling a house, you have to show them how this house can make them happy, how it can help their kids in various aspects of their lives as they grew up. You have to attached your product to an emotional benefit.

What’s in it for the customer or client?

Find out what it is and tell them about it.

Action Guide:

1 – Look at your last rejection. Whether in business, your job, your relationship or your craft. Look back at your last rejection and ask if you gave them enough reasons to say yes to your request. Did you give them the main benefits of the product? Did you ask what the market really wants?

Write the answers down on a piece of paper and write what you can do next time to avoid the same rejection.

 

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