How to use WIIFMs to increase client conversion

Let’s be brutally honest, most potential clients don’t really care about you, they mostly care about what it is you can do for them… They are looking to have a problem solved, or a need fulfilled and are looking for the best business to help them.

I call this the “What’s In It For Me” principle, or WIIFM.

As business owners you already know that the most effective “sales” technique is to show your clients the benefit to them of your service and product selections.

We’re always being told how important it is to distinguish the benefit of what we do from the features, but this isn’t always easy. Often it takes some real drilling to get to the actual benefit.

I’ve found two simple phrases that help enormously when you’re trying to get down to the nitty-gritty of the benefits of what you do:

“so that…”

and

“this means…”

Once you start using these phrases when describing your services, the benefits just flow quite naturally.

Click here for a detailed explanation of how this simple but powerful sales strategy works.

Cheers,

Caz

PS. If you have any questions or want a copy of my template asking for online reviews, email me directly on [email protected]

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