Comments on: “What’s in it for me?” A motivational lesson https://berkonomics.com/?p=3999&utm_source=rss&utm_medium=rss&utm_campaign=whats-in-it-for-me-a-motivational-lesson Dave Berkus' business insights Wed, 23 Oct 2019 05:23:16 +0000 hourly 1 https://wordpress.org/?v=6.9.4 By: Michael O'Daniel https://berkonomics.com/?p=3999&cpage=1#comment-133065 Wed, 23 Oct 2019 05:23:16 +0000 https://berkonomics.com/?p=3999#comment-133065 WIIFM should be the guiding principle behind every message an organization sends out, internally or externally, whoever the intended target is. Always strive to take the other person’s POV into account in crafting your message and you’ll succeed more often than not.

Good salespeople understand the principle of WIIFM and customize their pitches accordingly. Marketing people and C-suiters often do not and focus more on “who” the company is and “what” it offers rather than on the benefits to the customer.

]]> By: Arthur Lipper https://berkonomics.com/?p=3999&cpage=1#comment-133055 Tue, 22 Oct 2019 20:23:02 +0000 https://berkonomics.com/?p=3999#comment-133055 Self-interest is universal and constructive. Self-interest runs the gamut from issues relating to survival to increased income or wealth.

It is important that employers and managers impart to those for whom they are responsible the importance to the organization of what they do and why, in terms of the organization achieving its objective, that what is done be done well.

Of course, the organization should have a well known, and actually followed, policy of rewarding those who are well performing.

Fear of loss of employment can be a motivator, but a belief that adding to operational success will be rewarded is more constructive.

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