Larry Brauner Let me restate my first law of social networking from my previous post.

Law Number 1: Nobody cares what you say until they know that you care.

Once sombody knows that you care they will listen. However, they will listen with one — and only one — question in mind and that is, “What’s in it for me?”

That’s how people listen. You might say that their favorite radio station is WII-FM, “What’s in it for me?”

If you’re marketing a product or service, just about the worst thing you can do is discuss it’s features. Your listener’s reaction will generally be, “So what?” And that’s not good.

You are much better off talking about benefits than features. Discussing benefits answers in advance the “so what” question.

You will be best off if you can get to know what’s important to each person and discuss only the benefits that are relevant to that person. You will connect with his or her desires in a meaningful way, and your success is likely.

Therefore, when you meet a new person you should focus on learning what’s important to that person. Not only will he feel that you care, he will also relate to you those things that matter most to him — and now my friend you’re on the right track!

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One Response to “What’s In It For Me?”

  1. Rebecca Beasley on December 6th, 2007 7:03 pm

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