WIIFM – No, not a new WiFi technology or a new game on your Wii. WIIFM or “What’s in it for me?” is the question you should ask yourself before you make your next pitch to a customer, investor, or key team member. More accurately, “what’s in it for them?” Why should they care? Why should they be compelled to act? What is their motivation to listen, let alone act on what you want them to do.
Think about it…seriously. Wouldn’t you be more willing to listen if the person pitching you made it clear from the start of why it’s important to you, not them? It’s a sign of respect.