There’s a popular radio station we all listen to- WIIFM. What does it stand for? What’s In It For Me. Somehow this gets lost in our messaging whether we are leaving a voice mail introducing ourselves or sending an email about our services. We tend to forget to talk about this and yet that’s what our prospect wants to hear the most about. The best way to think about formulating your WIIFM is to try to answer some of these questions:
1. Why, from a business perspective, is your solution important?
2. Why is your company the best choice?
3. Do you genuinely believe that your solution will significantly benefit the organization you are targeting?
4. Can you clearly demonstrate those benefits quickly and easily?
5. Do you truly feel that your offer is superior- or at least equal- to anything else available to that organization?
6. What value will your service/product bring?
7. How does your contribution distinguish you from the competition?
When formulating WIIFM, always start statements with….”many of our customers consistently rely on us for….” or “our happy customers say they like our company because…..” or “each year, we find our customers want us for…….”
Remember to speak from their perspective.
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