Extra Points: WIIFM

Dogs are often very focused on their own self-interests. That’s especially true of Captain Jack. A few years ago, he managed to escape and ran into the greenbelt behind the house. Knowing that I am ill-equipped to chase him through blackberry bushes, trees, and stumps, he figured this was the perfect location to be “unleashed.”

I walked across the street and asked our neighbor Karen if we could borrow her dog Charlie to help us retrieve our AWOL pooch. She was happy to help, but I could see from her look she was unsure how Charlie would be of assistance. My wife Barb escorted Karen and Charlie to the back yard along with a couple of dog biscuits (Jack knows that Barb is the nice one in the family). Barb then asked in a loud voice, “Hi Charlie, would you like a cookie?” Suddenly, just like a whack-a-mole, Captain Jack’s head popped out of the bushes. Barb asked, “Jack would you like one, too?” He bounded out of the bushes straight to the waiting arms of Barb.

You see, Captain Jack is all about the “what’s in it for me” concept. Had I chased him or barked at him in anger, he would have run. But the minute he thought Charlie was getting something he wasn’t, his emotion got the best of him. We “influenced” him home.

If you’re in a position where you must influence – CEO, sales professional, executive leader, parent of teenagers – then you need to keep the WIIFM concept in mind. It’s not about manipulation; rather it’s influencing for the betterment of someone else. What is the outcome you want? How will they be better off? What will motivate them to take action?

Bottom line – Logic makes people think and emotion makes them act. Uncover what motivates, why it’s in their best interest, and how they will be happier. In our case, it was simple (food and jealousy). The more biscuits you uncover, the more dogs you’ll be able to beat out of the bushes.

Quote of the Week:

“You can never plan the future by the past.”
~ Edmund Burke