“So, [insert your name], what do you do?”
How you answer this question will determine whether you succeed or fail in business, because most people don’t really care what you do!
They subconsciously want to know…
1. What can you do for me?
2. What do I have to do to get it?
3. How long will it take?
4. How much does it cost?
The Key to Successful Marketing
When you think about how to answer the “What do you do?” question, you MUST enter the conversation that’s taking place in the head of your prospects.
The conversation that’s taking place in EVERY prospect’s mind (their number one question) revolves around two major points…
1. There’s a problem they have and don’t want
2. There’s a result they want but don’t have
Your response to the “What do you do?” question should, in its simplest form, have a format similar to this:
I help 1. ______________ to 2. ______________ without 3. ______________.
1 = Your ideal customer/client
2 = What you can do for them
3 = Pain they want to avoid while getting it
For example, instead of replying “I’m an insurance broker,” an effective response could be “I help the people of metro Denver sleep well knowing that their family, their home, and their cars are totally protected from natural disasters and accidents.”
The key in responding to the “What do you do?” question is to highlight the favorable emotional response a consumer will achieve by using your product or service and the pain you’ll help them avoid by using it!