When someone asks what you do, start with a clear job title, then describe who you help and what problem you solve for them. This three-rule framework makes you memorable and confident instead of awkward.
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Well, good morning everyone, and just wanted to say hi and hope you're having a beautiful day. One of the questions that people ask me all the time is about what do you say when someone says to you, what do you do? So I just wanted to put together this video to help you answer that question. It's a question that we either love or hate, and whether we love or hate it, People connect or have an opportunity to connect with what you do and why you do it. But sometimes I think people get a little bit fancy. So let's start at the beginning. First of all, I've got to tell you, I've got 3 rules when it comes to answering the question, what do you do? The first of those rules is don't make it a about you. And I know that sounds stupid because people are saying, what do you do? But just bear with me and that will make sense. Because just like selling is helping people buy, well, answering the question, what do you do, is helping other people understand what you do and why they should listen to you. So it's really about them. But I have to tell you Sometimes people try and get really, really fancy with their answers. I'm, you know, I can construct things to do with, you know, the metaphysical blah blah blah blah blah, whatever. So the first answer I have for you is I really want you to give them the short answer first. So if you're an accountant, tell them you're an accountant. The reason for this is, in their head, in their psychology, what's going on is they just want to put you in a box. And I know none of us really want to be put in a box, but that's what's going on in their head. So if we let them put you— if we allow them to do that by making it easy— I'm a dancer, I'm an accountant, I'm a sales coach, whatever it happens to be. So once you get that out of the way, Then you can add the spice because now they're feeling comfortable. They've put you in a little box, they understand, and then you can start adding spice. And when I talk about adding spice, again, we go back to rule 1, which is it's not about you. So what I encourage people to do is think about, well, who do you help? I help small business owners, or I help individuals, or I help women, or I help— who do you help? And what do you help them to do? So I help small business owners who have a problem with understanding sales and getting new clients to break down those barriers and really understand how to do that properly in their business. So what you're talking about is not about yourself. You're talking about who your target client is What their problem is and how you help them solve that. So there you go, that's my little recipe for answering the what do you do. So first rule is don't think about it being about you. The reason that works for you is you won't feel all awkward and weird. Secondly, give them the short answer first, even if that means they're going to put you in a box, even if you don't want to be in that box. So just allow them to do that. And secondly— lastly, which is thirdly— What do you do? Add some spice. So talk about who your target market is, who you help, what their problem is, and lastly, what your solution feels like and what outcomes that person has when they work with you. Beautiful people, I hope you have a great day, and I'm really looking forward to seeing some of you on the webinar next week. So bye for now.
