#FPF – Week 48
Can you answer the “WIIFM” of your product or service for your client or customer?
WIIFM (pronounced “wif-em”) stands for “What’s In It For Me”
This phrase is directly tied to the unique value proposition that should be communicated about each and every product, service or concept you offer.
Successfully communicating your “WIIFM” hinges on 3 main things:
- A measurable business objective.
- Disruption of the status quo.
- Offering proof or evidence (that it produces results).
All too often as salespeople for our business we get caught up in talking about ourselves, our company and what makes us great, when what we need to be talking about is how what we are offering can solve a problem, make our clients’ lives better and generally take away their heartburn (the WIIFM positioning).
In thinking about how can you use this in re-framing your how you talk about your product or service, I encourage you to also think about how you can re-position outward marketing collateral (website, social media, brochures, etc..) to effectively answer the “what’s in it for me” for each unique vertical you sell to. When you solve the world’s problems and effectively communicate how – people take notice.
Thank you for reading and have a great weekend!
More Article (Video) Recaps Added!
We have added even more recaps to the YouTube playlist since last week – check them out and let me know what you think!
