This could mean that the WIIFM is quite different, so tweaking the content would be worthwhile in terms of attaining buy-in. Many people make the mistake of developing a standard communication that they use time and time again. When we are enthusiastic about sharing information or getting our views across, it can be so easy to bombard the other person with lots of information.

However, most people can only absorb a certain quantity of information, which means that only a certain level of information gets through. In terms of great influential communication, 'three' really is the magic number to remember. So, if you have identified a lot of compelling WIIFMs, select the best three and use these initially. You can always keep some as a back-up.