Let’s be honest, we all have a favorite channel, WIIFM – What’s In It For ME. This is the channel we tune into automatically when we aren’t thinking about it or perhaps when we are nervous about meeting or talking with someone new. At least that is what I’m telling myself must have happened to the guy who called this week from an online dating site.
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The bottom line is that while this may be your favorite channel, it is the surest way to lose clients and repel prospects.
Just think about it, if they are tuned into their own WIIFM channel, you need to tune into that frequency too, WIIFT – What’s In It For THEM!
This means that you need to focus on being interested instead of interesting and fascinated instead of fascinating (besides, let’s face facts, you may not be nearly as fascinating as you think you are!)
When you focus on the other person, give them a chance to share their story, to tell you what they are looking for, to give you an all access pass to finding out how you can serve (and SELL) them, you will find your business booming and your relationships thriving.
Selling is all about serving. You can only serve when you shut up long enough to pay close attention to your prospect or client and deliver on what they want most.
By the way, they’ll invest a lot more in what they want than they will in what they need.
Think about it for a minute.
You may need a new blouse or pair of jeans, you could get these at Walmart or Target. What you want is at Nordstroms or Neiman-Marcus. That is what is known as the need-want gap and when you can deliver on a want, because you tuned into WIIFT, way beyond a need, you are going to increase your revenue without increasing your effort. REALLY!
And, first, you need to change your channel from WIIFM to WIIFT. It takes practice and means listening more than talking. It works both in business and personally, this is the cornerstone to developing relationships of relevance, depth, and in business, revenue. TRY IT!
Love to read YOUR COMMENTS BELOW on your experience with tuning into the WIIFT channel and capturing more clients, and making more friends.