Smart Thinking … A Different Perspective
By Leslie R. Wolff, A Marketing Curmudgeon
“In order to get people to sit-up and take notice of you, you have to sit-up and take notice of what makes people sit-up and take notice” –Frank Roemer
What is the customer or prospect most interested in? Themselves! Understanding this is the basis of the WIIFM Factor, which impacts heavily on purchasing decisions. It stands for the question – “What’s in it for me?” A simple question, but how it is answered can dramatically affect the bottom line. Too often it’s ignored or overlooked in a corporate environment that focuses on features of their products or services rather than the benefits. Viewing your business from the customer’s perspective will always give you a competitive edge in the marketplace.
“If you give something worth paying for, they’ll pay.” – Thomas J. Peters
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