The WIIFM (What's in it for me) factor affects daily decisions in our lives. It dictates how we address someone we just met, whether we follow up on a new networking contact or whether we pay attention to someone more attentively than others.
Critics of the WIIFM factor say it is calculated, opportunistic and deliberate as many respond positively and engage only with those whom they perceive will render them a future benefit through a business contact, a future sales opportunity or a perceived status boost through association.
Those in favor of using the WIIFM principle to build relationships say people who use it to make decisions are focused on their goals and are much more effective and efficient in their relationship building skills.
Next time you are trying to figure out what's in it for you, remember the ABCs of the WIIFM factor:
- Ask. Take time to find out what is important to the other party. This knowledge will help you understand their interests and determine potential goals and concerns you may have in common.
- Be authentic. Show genuine interest and willingness to connect with them. If you are faking it just to be in good graces with them, it will not yield you long term results. Hit and run relationships are not productive and erode your professional reputation.
- Collaborate. Create an opportunity for a reciprocal relationship where both parties can benefit. So that WIIFM becomes WIBFU: What is best for us.
“You can have everything in life you want if you will just help enough other people get what they want.” Zig Zglar
Comments