WIFM ...You better know what this means....

It is 2011....All indicators are pointing up for Marketing Services sales.

I trust you have a stong value proposition...Congratulations!
and even better, you probably have a USP ...a Unique Selling Proposition...kudos!

And hopefully,you have developed a strong "elevator pitch"....awesome!
Yes...all three of these are good things to have in your sales toolkit....

But if you don't understand "WIFM", you are probably spending times wondering why some of your prospects you have pitched never take any action at all.

WIFM is now know as "What is in it for ME" , meaning the buyer.

Here are some WIFM's

Solve a critical problem
Increase sales
Decrease costs
Develop strategic partership/assets
Increase efficiency
Improve branding/awareness
"Save my Job"

Once you make the connection for the buyer that you can do one or more of these things to help them etc, you are in a far better position to win business!