Last week I put a client on the spot and asked her, "What do you do?"
"Uggghhh...why is this question so hard to answer? I swear I know what I do, I just don't know how to say it."
Answering this question effectively matters.
I guarantee you will be asked this question over and over again and
every time you stumble on your words you are potentially losing
clients, losing money and losing referrals. So let's work on how to
answer that question with confidence.
One of the biggest mistakes I made early in my career as a wellness professional was replying, "I'm a nutrition counselor."
SO BORING!
Don't
worry, there is nothing wrong with you if you have found yourself
blurting out similar words...it's not a bad response, it's just not
effective. You may have noticed people glazing over, conversation halts
and later you wonder why no one asked you for a consultation.
Words matter.
Language matters.
There's
just no getting around it; certain words are more effective than
others. The elevator speech functions to use very few (yet slam-dunk
meaningful) words to communicate what you do so the other person
responds, "how do you do that?"
It's all about WHAT you say and HOW you say it.
The words you use must always:
- be consistent with the plot or story of your business
- be congruent with the business you are really in
- be appropriate for the mental movie you want to reel in your prospect's mind
- be chosen for their ability to affect the person to whom you are speaking
- consist of words and terms commonly used by those in htat specific market
- resonate with your target market and make them feel, "This is for me."
So...if someone were to ask you right now, "what do you do?"
What would you say?
Do you have an elevator speech you use?
Is it effective?
Does it engage your ideal clients?
I dare you to send in your best answer! Keep reading to see what you can win when you enter the elevator speech contest.
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