Answering "What Do You Do?"
In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations.
Key takeaways:
- Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them.
- Spark interest. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money."
- Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.
- Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.
- Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.
- Present yourself as a problem solver, not a salesperson. This builds trust and transparency.
Key Quote:
"See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."
