35) WII-FM Joy and Pain
There is an expression of WII-FM which means “What’s In It For Me?”
This expression sums up the very base of all actions that we do.
We are motivated to do something from the perceived benefits we will get by doing it.
There are 2 main benefits involved:
a) Increase Joy
b) Decrease Pain
Most of the times, it is a combination of both benefits.
For examples:
1) You eat because you want to:
a) enjoy the food (Increase Joy)
b) stop being hungry (Decrease Pain)
2) You work because you want to have money to:
a) buy nice things (Increase Joy)
b) pay the outstanding bills (Decrease Pain)
3) You save money because you want to have money to:
a) buy things in the future (Increase Joy)
b) pay medical bills in the future (Decrease Pain)
Be aware of the WII-FM benefits of your actions:
a) Telephone call for appointment
b) Face-to-Face meeting for appointment
c) Presentation of your product and services
d) Proposals for a project
e) Everything else you do
Before you want to request for time with someone, always have the answers to the WII-FM Benefit that he or she has.
If you have the right answers to that person's WII-FM benefit question, you will be successful to get the appointment or meeting. If the benefit is not strong enough, you may get a last minute cancellation when that person have a higher level benefit.
For example, that person already agreed to meet you on the coming Wednesday at 10am for a meeting. On Tuesday evening, his boss requested for an urgent report to be ready by Wednesday 12 noon.
If that person perceived that his work has more benefit than your meeting, then your meeting will be postponed. The job increased his joy because he needs the money. He is not willing to make his boss angry and increase his pain of being scolded for not completing his job.
In order to increase your chances of your client keeping to the meeting schedule, do make your client realize that the meeting will increase his joy and decrease his pain.
b) Decrease Pain
Most of the times, it is a combination of both benefits.
For examples:
1) You eat because you want to:
a) enjoy the food (Increase Joy)
b) stop being hungry (Decrease Pain)
2) You work because you want to have money to:
a) buy nice things (Increase Joy)
b) pay the outstanding bills (Decrease Pain)
3) You save money because you want to have money to:
a) buy things in the future (Increase Joy)
b) pay medical bills in the future (Decrease Pain)
Be aware of the WII-FM benefits of your actions:
a) Telephone call for appointment
b) Face-to-Face meeting for appointment
c) Presentation of your product and services
d) Proposals for a project
e) Everything else you do
Before you want to request for time with someone, always have the answers to the WII-FM Benefit that he or she has.
If you have the right answers to that person's WII-FM benefit question, you will be successful to get the appointment or meeting. If the benefit is not strong enough, you may get a last minute cancellation when that person have a higher level benefit.
For example, that person already agreed to meet you on the coming Wednesday at 10am for a meeting. On Tuesday evening, his boss requested for an urgent report to be ready by Wednesday 12 noon.
If that person perceived that his work has more benefit than your meeting, then your meeting will be postponed. The job increased his joy because he needs the money. He is not willing to make his boss angry and increase his pain of being scolded for not completing his job.
In order to increase your chances of your client keeping to the meeting schedule, do make your client realize that the meeting will increase his joy and decrease his pain.
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