I learned about this philosophy and this principle back when I was working in organizational change management. This is the idea of what's in it for me?
When we are trying to create change in large groups or in organizations, one of the things we wanna think about is of course what is relevant and why do we want this change for the greater good, but also how does this change benefit individuals? Hence, the name what's in it for me?
We put ourselves in the position of the individual and we think through what is in it for that person. Why is this change that we're creating for the broader community good for the individual as well? The same thing applies when we are creating our sales and our marketing conversations.
We wanna put ourselves in the space of that individual. We wanna think like they're thinking, we wanna step into that person's shoes and we wanna think,
what's in it for you?
what's in it for me?
what's in it for the person that we're speaking to?
Because this is what matters.
Yes, we are tied to creating change for the broader community and for the greater good but we wanna tie it back to what is happening for the individual.
Because it doesn't mean that the individual is only thinking about what's in it for me and only cares about themselves, though, when we're making rapid decisions every day our brain goes to the space where we're thinking,
how's this gonna work for me?
what's going to change for me?
why do I need this?
why do I want this?
We go through these quick assessments and when you can clearly communicate to someone, yes, what's in it for the greater good, but what's in it for you as an individual as well, we can make decisions much faster. And when we're thinking about why clients buy from you, this is a critical thing to think through.
Let me know if you resonate with this, what's in it for me strategy or what has also sometimes turned as the WIFM,
W-I-F-M for a quick abbreviation to throw a little jargon in there. And assess your marketing materials, assess the way you are connecting with your audience.
Are you sharing enough about what is in it for the individual you are speaking to? Or are you thinking too high-level, too big picture? If not, let's bring it down.
Let's bring it down. Let's bring it back to what is good for the person you are speaking to, how you're serving them, how you're helping them, how you're helping the move past problems faster.
It's your WIFM.
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Highlights:
[00:12] Philosophy and principle in organizational change management.
[00:21] What’s in it for me?
[00:33] “What is relevant and why do we want this change for the greater good, but also how does this change benefit individuals?”
[00:56] “The same thing applies when we are creating our sales and our marketing conversations.
[01:18] What matters
[01:26] “Tie it back to what is happening for the individual”
[01:49] Quick assessments
[01:52] To make faster decisions
[02:11] What's in it for me strategy – WIFM
[02:29] “Are you sharing enough about what is in it for the individual you are speaking to? Or are you thinking too high-level, too big picture?”
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