When you’re trying to close a deal, is your approach to focus solely on your company or product’s features and benefits? Well, you could be missing out on a major opportunity to seal the deal. That’s where “WIIFM” comes in. WIIFM, or “What’s in it for me,” is a marketing concept that emphasizes the importance of putting the customer first. In this post, we’ll discuss what Wiifm means and why it’s essential for closing more deals, especially for small business owners.
WIIFM and Your Customers
The concept of WIIFM isn’t about manipulating customers or tricking them into thinking they need your product. Rather, it’s about understanding what your customers truly value and how your solution can fit into their unique needs. By focusing on your customers’ motivations and pain points, you can craft your message to resonate with them on a deeper level. This could mean highlighting how your product solves a specific problem they’re facing or how it aligns with their company’s values.
WIIFM and Your Sales Approach
Implementing WIIFM into your sales approach means taking a customer-centric approach. Rather than focusing on why your product is the best, you should focus on what makes it ideal for your customer. This means listening to their needs and questions and tailoring your responses to match. It also means avoiding jargon and technical terms that your customers may not understand or care about.
WIIFM and Your Marketing
From your website copy to your social media posts, your marketing messaging should reflect the Wiifm concept. This means speaking directly to your customers in a language they understand and highlighting the value you can bring to them. At every touchpoint, you should be answering the question “What’s in it for me?” from the customer’s point of view. Use reviews, testimonials, and case studies to show real-life examples of how your product helped people.
WIIFM and Your Competition
Incorporating WIIFM into your sales and marketing messages can help set you apart from your competition. By taking a customer-centric approach, you can show potential customers that you truly understand their needs and are here to provide solutions. This can be a powerful differentiator in crowded markets. It’s universally true that people buy from people they know, like, and trust – by showing real-life examples, you can increase the likeability factor and build trust simultaneously.
WIIFM and Your Bottom Line
At the end of the day, the WIIFM concept can help improve your bottom line. By focusing on the needs of your customers, you can deliver value and build long-lasting relationships with them. This can lead to increased customer loyalty, more repeat business, and positive word-of-mouth referrals – all of which can contribute to the growth of your business.
In today’s market, it’s no longer enough to simply promote your product’s features and benefits. Wiifm is about looking beyond your interests and understanding the customers’ psyche. By understanding your customer’s motivations and pain points and tailoring your messages to match, you’ll be able to close more deals, show a competitive edge and boost your bottom line. As a small business owner, incorporating WIIFM into your sales and marketing strategies could be a game-changer.
I mean, have you ever bought something that you didn’t see the WIIFM in?
