Wednesday, July 30, 2008
What’s In It For Me?
There is an acronym—WIIFM (What’s in it for me?)—that has been around for years. As leaders, we need to continually remember WIIFM when motivating either team members or customers. People are really only interested in doing something when they know what’s in it for them. What are the benefits to them personally if they participated?
In the book, Get Everyone in Your Boat Rowing in the Same Direction, Bob Boylan segments BENEFITS into two forms: logical and emotional.
Here is what each of these benefit categories address --
LOGICAL BENEFITS:
* Money
* Time
* Productivity
* Efficiency
* Safety
EMOTIONAL BENEFITS:
* Recognition
* Security
* Pleasure
* Achievement
If you want your team to embrace your vision, talk about the emotional benefits to them because these benefits are more powerful. Emotional benefits will make your vision tangible, and people are willing to follow if they are made to believe that following is in their best interest.
Until next time...live like you mean it!
Marjorie