What Do You Do?
You probably answer that question every day … often many times a day. And if you’re like most people, you answer with your title or your function.
“I’m a financial advisor.” “I’m a chiropractor.” “I’m an attorney specializing in blahblahblahblah.” The likely response to any of these is, “Oh.”
A job title or label is static – that makes it a conversation stopper. And depending on what your job or label is, it just might make people’s eyes glaze over. “I’m a tax manager at XYZ firm.” YIKES!
Here’s an idea that will make your introductions more compelling. Instead of telling us what you are, tell us how your clients benefit from the work you do.
How about … “I keep people out of trouble with the IRS.” Or “I work with business owners who want to keep more money in their own pockets at tax time.” More engaging, right? Now a person might want to know more about what you do, how you do it … and who you do it for. They might even be starting to think about what you could do for them. And that’s the ultimate goal.
One issue is that we introduce ourselves so frequently; it’s easy to default to what’s on our business card. It’s automatic. For some people, it’s even robotic.
Then there’s our own attachment to our label, especially if it’s a label we worked long and hard for. Getting that certification, finishing that course or passing that CPA exam was no mean feat. A person can get very insistent about laying claim to the title.
But think for a moment about why you introduce yourself at a networking event, or an association meeting, or a cocktail party. You want to create a connection, right? You want to lay the groundwork for getting to know each other better.
Your chances of developing a relationship are much better if you talk about you … by making it about them. Focus on the value you provide to your clients. Not the process you engage in, but the results they get.
And the more concrete you can be about those results, the better. As my friend Rob Schultz says, “The bigger the outcome, the bigger the income.”
- You’re a marketer. What do people get when they work with you?
- You’re a wellness practitioner. How does someone benefit from your approach?
- You’re a life coach. Okay, there’s a coach on every corner. What’s different about the results your clients get?
When you have your answer, I’d love to hear it. Post a comment below and tell me how you describe the outcome of what you do for your clients or customers.
I can’t wait to hear how you introduce yourself by making it about them.