You haven’t been too busy to notice the change in the general social sentiment… “I feel,” “my truth,” and a plethora of other clichés. What they all communicate is a desperate need of people to be heard, seen, and acknowledged. The good news is that this makes the task of converting your offering into dollars easier. The bad news is that in order to do so successfully, you don’t get to be selfish at all. You get to help!
W.I.I.F.M./ What’s In It For Me is the question on the hearts and minds of your buyers that you must focus on answering. In your marketing. In your emails. In your white papers and blogs. The voice of your company should only be heard helping with the need/ want that your offering is the solution to. This is the key to successfully connecting with buyers in the prospecting funnel, qualifying them as leads/ moving them to the pipeline, and converting them into clients.
So, how do you satisfy their W.I.I.F.M. and your sales revenue goals? Here are a few steps to remember:
- Value Proposition -always keep the intersection between their needs/ wants, and your offering front of mind. How you add value to their life is all that matters.
- DON’T “SELL” -no matter what the image of selling is in your mind; abandon it. Your job is to confirm their need/ want, learn why they need a solution, and THEN offer your help (your product or service).
- Activity over “closing” -it is very easy to get attached to your goal when selling. This goes against this entire discussion on focusing on their goal. It is also a fast track to disappointment. Instead, focus on the daily activities that will get you to & beyond the goal; every email, phone call, and outreach effort is your opportunity to help the lives you touch.
In closing, I want you to keep in mind that the open, helping hand is best suited to receive!
Here’s wishing you much success! Here to help if you need me, Rich Laster