Not many of us have the advantage of this type of conversation starter at a professional gathering. This month we’ll explore how you too can respond well to that question: “So, what do you do?” You’re not alone in how difficult a situation this is for so many people. Will I sound boring? Will I oversell or underplay the answer? Do they really want to know, or are they just making conversation? Well, here are some tips for how to come up with your own conversation starters, commonly known as your elevator speech. (Caveat, if they ask and you have a good answer it doesn’t matter if they were just making conversation or not, they started one).
Firstly you’ll need to be pretty clear about what you do well, so skim p33 in the Apr 2024 issue for how to nail your USP. And maybe p25 in the Aug 2023 issue on knowing your why, to help get this right:
- Conversation starter – Think about how you change people’s lives with this Accoiuntant example: “Hi, I’m an accountant”, Or ‘Hi I help people sleep at night.”
- Justification – The accountant example again, “By giving people a thorough understanding of their financial situation so they are not lying awake with worry”.
- Explanation – If they are still wanting more, “My customers know when tax is due, how much they need to pay. We give cashflow forecasts to know when and when not to spend, and generally support them as their trusted advisors.”
- Motive statement – Ask a leading question that changes the way they think about your category, “Is paying your bills on time, or having the ability to invest when you need to important to you?”
- We’re the only… – Think of the one thing you do that sets you apart from your competitors (Your USP) as this is a good close here.
- Call to action – “I like to have a coffee with people to find out what they constantly have on their mind, I know I can help, we should have a chat”.
Write it down, type it up, test it, rewrite it, type it again. This will help commit it to memory. Your whole elevator speech needs to be little more than 60 seconds long.
When you know you can change people’s lives and have passion for what you do that sets you apart from your competition meeting new people is an exciting opportunity.
Chris Norris – Truth Seeker Cert. MKTG | MCC | Cert. Typography
Former Chairman of Business Whangaparaoa and Board Member for Silverdale Business. He is also a mentor with the Business Mentors Programme at MBIE. Now running a locally focussed branding business. Allbrand.co.nz – Revealing the truth in businesses. If you are passionate about something you already have a true story. Get in touch to seek it: Chris@allbrand.co.nz
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