Having at the tip of your tongue an interesting, emotionally attractive and non-salesy reply to the question of ‘What do you do?’ is THE most impactful way of capturing someone’s attention and interest – IF, it’s done right!
What if your Elevator Speech sounds more like a logical sales pitch that ends up dumping you into the basement instead of taking you to the top floor!
Most Elevator Speeches I’ve heard, do just that!
Even short answers like, “I help people save money by converting to solar energy” or even, “I help people save money and reduce expenses” is not enough.
It only tells what you do.
What it doesn’t do is answer, HOW what you do helps other people!
And that’s the secret!
It’s not WHAT you do that’s important… What’s important is…
HOW what you do, helps other people!
To be effective at explaining how what you do helps others requires an understanding of your business and how your business satisfies the logical and emotional needs.
So how do you answer the question so that it quickly elevates you to the penthouse?
You create, and always have ready – Your compelling Introduction Speech – Your Personal Impact Value Statement!
There are 3 Elements:
- You know how…
- What I do is…
- Ask a question, make a comment or be silent
Here’s an example of how a Financial Advisor might respond.
Follow carefully the components of each of these 3 segments:
- You know how nowadays, what with the volatile stock market, many people who are thinking about retiring, increasingly worry about not having enough money or assets, and how to protect their future?
- Well, What I do is help people like that create a guaranteed retirement lifetime income so that no matter what happens to the economy, they feel confident the money will always be there…
- What about you? What do you do?
Notice the Tag-On question at the end, which in this case is designed to find out about the person who is asking.
After all, this is what it’s about, isn’t it?
Painting a picture like this of how what you do helps other people, makes it informative, engaging and interesting!
And it’s a great way to start a Natural Selling Conversational Dialogue!
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