Client Engagement: The WIIFM Question Is Really 3 Questions
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Client Engagement: The WIIFM Question Is Really 3 Questions

June 13, 2018

by Tony Vidler  CFP logo   CLU logo  ChFC logo

WIIFM.

What’s In It For Me?

 

No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind.

 

Most of us know this….and despite knowing it, most people in professional services struggle to address it adequately right at the outset which seems odd considering we all know that this IS the dominant question.  I mean, it is not as if it is unexpected is it?

 

So why the struggle to answer it adequately?

 

Because to address this question satisfactorily you actually have to answer three questions, and usually professionals only answer just 1 or 2 of them – leaving potential customers vaguely dissatisfied, or still asking more questions about whether you might be right for them.

 

Answer all three as explained in the quick video though and you are guaranteed to have their attention and interest.

 

 

 

 

You might also be interested in this related article:
How To Challenge A Clients Thinking Without Actually Getting Into A Challenge
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