What’s in it for Me?

A woman wearing a bikini inspects a salesman's...
Image via Wikipedia

My new motto is to focus on fulfilling my needs and to think “what if I succeed?!” rather than what if I fail –  and not worry about how others react to my choices.

Take that same approach with your customers. If you are more concerned with how customer’s react to you, then you are “selling” your product instead of educating your customer about how it fills their needs.

People don’t need to be sold, nor do they want to be. Customers are mainly interested in what value your product will bring to them. It doesn’t matter how many bells and whistles your product or service may have – for the customer, it’s always about WIIFM – “what’s in it for me?”

Isn’t that what YOU are thinking when you shop for products or services…?

Especially in today’s world, where everyone’s time is so limited, it is important to recognize that customers need your help now more than ever. Tomorrow they have moved on to the next “urgent” item.

Approach all your sales from an educational and helping point of view mixed with empathy and making a point of truly understanding their needs. Stay in control of the sale, but let customers lead you with their comments about their needs.

Take the time to step back and think about why someone would come to you for your service or product in the first place…

Reverse the roles and think of what value you would bring to your life and work if you had your service or product.

What questions would you have?

How much time would you be willing to invest in the sales and research process?

What lack would it fill?

What price would you be willing to pay based on the value it would bring?

Think of everything you would want to know before you could make a decision on what you are selling if you were the customer.

Do this now, today. This is a great exercise for you and your staff and should reap immediate benefits because of the mind shift it will bring to your approach.

Apply this to your Social Media approach as well. Are you shouting your goods at your Followers and Fans? Have you approached them with a WIIFM?

This holds true even for your personal relationships. It’s all about people and relationships and yes, maturity does contribute to the success of this approach. So, step back and reevaluate your selling approach. It’s actually as simple thinking  about every customer as a person who is coming to you for help and advice.

Happy Selling!