THE NOODLE LOG. The Third $$$$ Question - WIIFM.

The third money question involves my favorite radio station, WIIFM, which stands for What's In It for Me? This reflects the net impact for the potential client. In a moment, I will demonstrate how a WIIFM question takes form. Ask yourself, at the end of the day, after I partner with my client to do what I do best, what is different for them? That is the answer that you should expect. An example is reflected below.

Sales Professional: "John, if we form a partnership and I work in your office two days per week creating an internet marketing plan, how will that help you to grow your business?"

Potential Customer: "Well, I can certainly see where you've helped Joseph Cowens at ABC. I think that customers would be more aware because my company would get more attention on the search engines. If more web traffic goes to my site, than I certainly would have more opportunities to close additional customers. This has tremendous potential."

The difference is that most salespeople will try to persuade their customer with words, telling them how they're supposed to feel. This seldom works because the potential customer has NOT worked out that outcome for themselves. After the Predicament and Consequence question, the WIIFM question is powerful because the potential customer is now taking OWNERSHIP of the BENEFIT without you telling them. However, remember that you are asking the WIIFM question only because you already know the customer's answer before it flies out of their mouth.

With that, the Noodle throws another LOG onto the FIRE.

Please let me know what else you would like to learn about. If I am not the expert, someone in my network should be able to help. Please keep your ideas flowing on the Noodle Log. Thank you for visiting.