Comments on: Friday Night WIIFM Lesson (Kinda Weird)

By: Tom Bradley

Tom Bradley — Tue, 09 Aug 2011 16:58:31 +0000

Understanding WIIFM is the foundation of sales and marketing, and as you point out it is a ‘science and an art’ that takes time to master.

The second toughest concept is not saying more than you need to.

Once you have stimulated their ‘WIIFM Glands’ you need to shut up, end your copy, whatever. Like most professional sales people I talked my way out of more sales than I’d like to admit.

When you try and mimic what you see in marketing, instead of learning the psycological fundamentals, is when you get it wrong.

Tom

By: David Teitler

David Teitler — Wed, 29 Dec 2010 18:55:47 +0000

A great reminder! I have taught this often in the sales process. So often that I sometimes forget the importance of finding out someone else’s why. We all need to be focused on this if we are to be great salespeople and great people. We need to focus on other’s WIIFM just to be good, caring, friends and family. Thank-you for helping us get on track.

By: steve

steve — Sun, 26 Sep 2010 01:40:55 +0000

very interesting,and very true concept, the balance of life,the yin an yang,we all look for what best for us WIIFM.the only way we get what we want is to give to others if its time at your job for $ of to take the time to listen to prospect and help them get WIIFthem.life has always been give first an then you shall receive .simply cant have one without the other

By: Elaina

Elaina — Wed, 19 May 2010 01:03:52 +0000

After loss of my beloved aunt this fall from Pancreatic cancer ( my mom’s baby sister), I came to realization that the most important thing for me in life is to make a prospect happy by achieving their goal – that is what is giving me the greatest satisfaction in life only to find out that with that comes the benefit of a free advertising of my prospect to others, who are asking about me to help them too… . How cool is this. But I confidently emphasize to my prospects my expertize which I genially have and that, you cannot put a price on. That is my WIIFM!

By: Jeremy

Jeremy — Mon, 11 Jan 2010 16:35:12 +0000

Hey Joshua – I went back to the beginning of my HBSA curriculum to start at the the top and caught this piece.

I’v often joked with people that ‘Hey-Im not much but I’m all I think about.’ and this nails it.

Have an amusing week.
jch

By: Lance Beebe

Lance Beebe — Sun, 08 Mar 2009 22:16:55 +0000

I am intrigued by this concept. I just finished watching the TED video of Barry Swartz where he talked about too many choices. It seems to me that these are two very powerful concepts I need to build into my copywritting. What’s in it for them and keep it simple, that is; hit hard on the simplicty of what I am offering them to solve their problem.

By: Raja

Raja — Sat, 22 Nov 2008 14:00:53 +0000

Nice way of telling something very helpful to a marketing agent like me. More information or some illustrations will add more value to the blog.

By: Jessica Fry

Jessica Fry — Sat, 22 Nov 2008 05:21:00 +0000

I was in sales for a while and one of the first tips I was given was \’Don\’t run your mouth at the client, you\’ll make more sales by listening.\’ I was amazed at the results and didn\’t understand why it worked so well until just now.