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4 ACRONYMS to CHALLENGE OUR THINKING
WIIFM — What’s In It For Me?
WIIFU — What’s In It For Us?
WYSIWYG — What You See Is What You Get
WYSIATI — What You See Is All There Is
A thought piece by Kathryn Atkins at Writing World
WIIFM: WHAT’S IN IT FOR ME?
When selling to a prospect, a seasoned salesperson will put the presentation in terms of what the customer wants: WIIFM. This is a proper strategy for communicating value in a Business-to-Consumer BtoC interaction.
WIIFU: WHAT’S IN IT FOR US?
When selling to an organization, whether non-profit or for-profit, a salesperson or business entity will take into consideration that most companies consist of teams of people, collaborators, work groups, and associates in departments that create a more inclusive sense of us. People selling in the Business to Business, BtoB, space are selling to us. It’s not WIIFM but WIIFU.
If we are not selling a product, we may be offering an idea. For online content, then, we want to remember that the question on everyone’s invisible electronic lips is also: “WHAT’S IN IT FOR US?” WIIFU? Why should we engage? Why should we listen? What can you help us do…
