The WIIFM Question Is Really 3 Questions
Sales & Marketing for Professional Services

The WIIFM Question Is Really 3 Questions

November 4, 2013

by Tony Vidler

No sale is ever made, no client ever signs on, until you’ve clearly addressed the burning question running through their mind.

what’s in it for me?

Most of us know this….and despite knowing it, most people in professional services struggle to address it adequately at the front end.


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.


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