What's In It For Me?

You may have the best product, the most professional service, the most dynamic team but unless you identify the WIIFM Factor for your customers, you may struggle to compete with those who understand this critical sales tool.

Using FABY, transform your product or service list into a full value proposition. FABY stands for:

FEATURES - the characteristics of the product or service you supply

ADVANTAGES - what the feature can do - how it is generally useful

BENEFITS - how the features and advantages match a need which the Customer has

YOU-APPEAL - the WIIFM Factor - how the product or service relates to the Customer's need

Example using Customer Relationship Management Software

FEATURE = Cloud based CRM Software Package

ADVANTAGE = Provides a holistic & uniform systems for everyone to use

BENEFITS = Keeps data in a centralised & structured way, via a cloud facility

YOU - APPEAL = Avoids duplication & everyone keeping their own information (& thereby duplication), allows you as Business Owner to have a tangible overview of Business, more secure as backed up on 3rd party server which means even if laptops are stolen the data is secure, allows you to track progress against prospects and identify potential pipeline...etc etc

Get your Team thinking about what it is you are offering and how you are postioning yourselves to show how what you are offering is of value to your Customers and how it meets their WIIFM needs!!