5 Letters That Will Get You More Sales

Let’s talk about why your competitor sells more than you. 

There is a sales principle that he is probably using that you might know but don’t use.  

This principle is also really simple: It’s a radio station. 

But not any radio station, it is the WIIFM one. The most important station you’ll ever need. 

Seems confusing so let me tell you all about it.  

The Only Radio Station You'll Ever Need

Most salespeople, businesses, and marketing departments focus only on themselves. They tell you what they are, what they do, how they do it, how long they have been doing it, and so on. 

But why should someone buy from these people? They speak only about themselves and don’t give any reason for people to buy. 

That’s why WIIFM is so important, as it stands for What's In It For Me. As in what's in it for the listener, reader or watcher, what do they gain from you?

Whatever you are saying to anyone, keep in mind that the person listening to you is listening to WIIFM. 

He wants what is best for him. Not what’s best for you. Hard truth, but it's true.

He wants to know what he can benefit from you. Not how long you’ve been in the industry.  

Let’s say you sell landscaping services. 

What situation would work better? 

One guy saying that he will help you have a better garden, win time, win money, win respect and compliments from guests and increase the value of your house. 

Or 

One guy saying that he's been in the landscaping business for 1037 years, he is cheaper than a product from China, how he started the business, that he is looking for properties for his service and the 137 reasons why you should hire him rather than any other. 

The obvious choice is….

…the second one. I mean, they are cheap, he's been in the industry for millennia, and he says he’s good. That one is the best, right? 

No, this isn’t the best option. That is the WORST option you could possibly choose. And the worst part is, almost everybody does this. To some extent. 

Do This Instead

What you should do is the first option. You give clear benefits, tell what people want to have, while saying what you do. 

Tell them what they gain, how their life/business will be better, how much time, money, sales, whatever, they'll gain. So, stop talking about you, and start telling about the customer. He likes that.

Always remember that your audience is listening to WIIFM, and you’ll get more sales and more clients, and your business will grow.

Talk soon, 

Sol.

P.S. If you already use this principle and you are doing great, but you want to do even better? We help businesses like yours to get more clients, more sales and grow bigger with effective marketing. If that sounds good, let us know here and we’ll see how we can work together.