WIIFM, W-I-I-F-M, isn’t the unholy love child of WiFi and FM radio, it’s one of the most powerful acronyms you should know if you sell anything.
Before you open your mouth to speak to a customer or write them that email, repeat this mantra 3 times.
“What’s in it for me?”
“What’s in it for me?”
“What’s in it for me?”
Yes, WIIFM is the acronym for “What’s in it for me?”, and the goal of this mantra is to remind your impulsive self to not frame up your communications with your customers in terms of what you want, but rather what they want.
Your customer is thinking to themselves “What’s in it for me?” Your job as the sales person or marketer is to figure out what they want, and make it easy as possible for them to get it, or get as close to it as they can.
Take this quick example:
You want to get that new internet lead to bring their car in for appraisal. But what’s in it for them? Frame up that conversation around how easy, quick, and hassle-free that experience will be for them, and your approach to valuing cars. What’s in it for them? Maybe it’s time savings and potentially more for their car than they were expecting.
The next time you want to talk all those things that get you closer to what you want, to hitting your number, remind yourself that your customer doesn’t care what you want, they care “What’s in it for me.”
