The NUMBER ONE warm up question at networking events (and in life) is – “What do you do?” The operative word here is ‘do’. The most popular answer to this question is “I am …” Sir, are you listening to me? I asked “what do you DO”, not ‘what ARE you’.
Many still play the old game of ‘labeling’ themselves, instead of really talking about what they do for people.
Shall we analyze this a bit further? In order to become more relevant and more referable, entrepreneurs must develop and effective way of talking about what they DO. A few key elements should be highlighted in your reply when having this discussion.
Key Elements:
- ‘Who’ you serve (target market)
- ‘What’ you do for them (your job function NOT a label)
- Highlight some deep rooted benefits that your clients receive from working with you
The next time someone asks you, “what do you do”, please tell them what services you actually perform and the type of clients with whom you work. It will be much easier for your listener to go through their mental rolodex and seek a good contact for you.
This worked well for me recently (as it always does). I was at at a networking event. The room was filled with people who did not know me. I met one nice woman and she asked, “So, what do you do?” I replied, “I teach web developers and graphic designers how to get ideal clients. Guess what she said! “Oh, I have someone that you have to meet.” She marched me over to the table where her graphic designer friend was sitting and said, “I think you need to meet this guy, he may be a good contact for you.”
You already know what happens next, right? My new friend (the graphic designer) asks, “What do you do?” I repeated my winning reply and she said, “I know a group of people who could possibly use your help, let’s get together soon.”
Are you beginning to see the effectiveness of not labeling yourself? Tell your listeners 3 things: 1) whom you serve, 2) what you do for them and 3) some of the benefits they receive from working with you, it is easier to become more relevant and referable. The third part comes naturally as the conversation progresses, but you always need to keep those benefits in mind.
What will you say the next time a person asks, “So, what do you Do?”
Wil teaches web developers and graphic designers how to get ideal clients. Check out his blog and receive 4 gifts that will improve your business and help you to acquire not just any client, but ideal clients http://www.GetIdealClientsNow.com