SayNow AI logo
WIIFT (What's In It For Them)
WIIFT is a powerful framework that shifts the focus from what you want to say to what your audience needs to hear. It helps structure your message around the specific benefits and value for your audience, making your communication more persuasive and engaging. This approach is particularly effective in business settings where you need to convince stakeholders or clients of your proposal's value.
10min
Persuasion Communication
Sales PresentationsBusiness ProposalsValue PropositionStakeholder Communication

Framework Steps

"

Audience Analysis

Identify and analyze your audience's needs, pain points, and desired outcomes

Key Points

  • •Research audience background and current situation
  • •Identify specific pain points and challenges
  • •Understand their goals and success metrics
  • •Consider their decision-making criteria

Key Sentence Structures

  1. Based on [your role/situation], I understand that [specific need/challenge] is important to you...
  2. From our analysis of [situation], we've identified that [specific pain point] is a key concern...
  3. Given your goal of [specific objective], we've focused on...
"

Benefit Identification

Map your solution or proposal to specific benefits that address audience needs

Key Points

  • •Link features to concrete benefits
  • •Quantify benefits where possible
  • •Focus on both immediate and long-term value

Key Sentence Structures

  1. This means you will be able to [specific benefit]...
  2. As a result, you can expect [quantified outcome]...
  3. This directly addresses your need for [specific requirement] by...
"

Value Articulation

Clearly articulate the value proposition in audience-centric terms

Key Points

  • •Use audience's language and terminology
  • •Provide concrete examples and evidence
  • •Address potential concerns proactively

Key Sentence Structures

  1. In terms of [key metric], this translates to [specific value]...
  2. Based on [evidence/case study], you can expect [specific outcome]...
  3. While [potential concern] might be a consideration, we've addressed this by...

Practice Guide

1. Content Preparation

  • •Research audience background and current challenges
  • •Prepare specific examples and evidence of benefits
  • •Develop quantifiable metrics for value demonstration
  • •Create audience-specific vocabulary list

2. Key Points of Expression

Audience Analysis 30%Benefit Identification 40%Value Articulation 30%
  • •Use active voice and direct language
  • •Include specific metrics and measurable outcomes
  • •Address potential objections proactively
  • •Maintain focus on audience perspective throughout

3. Practice Methods

1
Record your initial benefit statements
2
Review and identify areas where you focused on features rather than benefits
3
Rewrite focusing specifically on audience value
4
Practice delivery with emphasis on value articulation

Key Inspection Points

Audience focus
Specific benefits
Clear metrics
Evidence inclusion

Example Analysis

Technology Solution Proposal

Basic Case
Audience Analysis

Client: Mid-sized financial services company Key challenges: Manual data processing taking 20+ hours weekly Goal: Improve operational efficiency

Benefit Identification

Time savings: 15 hours per week Error reduction: 90% fewer manual errors Cost savings: $50,000 annually

Value Articulation

Based on similar implementations, your team can reduce processing time by 75%, saving 15 hours weekly. This translates to $50,000 annual cost savings and 90% fewer processing errors.

Highlight Analysis

Specific quantification of current pain points
Clear connection to audience's specific situation
Multiple benefit dimensions: time, cost, and quality
Industry-relevant context and benchmarks

Download SayNow AI Now

Start your journey to better communication today!

Available for iOS and Android devices.