People won’t ask you this question. But it’s the key to giving them what they want.
What’s In It for Me?—often abbreviated WIIFM—is a powerful way to ensure you provide the outstanding service buyers and sellers want. By answering WIIFM from the other person’s perspective, you’re sure to exceed clients’ expectations.
More isn’t better. One size doesn’t fit all.
Your clients and prospects don’t need to know everything you know—that’s why they have you. So, don’t overwhelm them. Instead, home in on the details that benefit them directly—the ones they’ve told you matter most.
Get to the heart of the matter—and the client.
Show that you are thinking from your buyer’s or seller’s perspective. What have they told you is important? What topics or questions keep coming up? This isn’t to suggest that you leave out critical details, but fantastic customer service depends on not only listening for what clients mean but also for what they find meaningful.
Once people know you approach everything by looking at what’s most important to them, you’ll have a foundation for the kind of working relationship that leads to happy clients, repeat business, and referrals. So focusing on WIIFM also has a lot in it for you!