We all know – no matter what situation you enter – one of the first questions you’ll hear is “What do you do?” Well, my question to you is this - are you able to answer that question in a way that engages and resonates with the curious party? If you’re like most people, you’ll answer “yes”, and then you’ll reflect on the glassed-over eyes you’ve seen looking back at you in those situations – and further still - you’ll hear that little voice in your head justifying your response with things like “I do so many things, I can’t capture it all” or “I don’t want to limit my options” or “nobody can really understand all that I do.”
Hmmmmm – how can I possibly answer that question?
Here’s the thing – the challenge in answering this question is likely you’re thinking that you must answer EVERYTHING – which we know is not possible in a quick 15-30 second response. So, what do you do? You likely answer in a vague manner that leaves people confused at best, and bored or disengaged at worst.
At Hera Associates, we can help. Wanna know the secret? It’s simple – your strategy is to answer this question by matching your message to your market. To do this effectively, the first step is to be clear in your own mind about who you work with – and we mean, really clear! Forget vague answers that try to fit everyone. Nope. You need to know who, specifically, you are marketing yourself, your organization, or your services for. Once you know that, step two is to understand your market’s “buying behavior” – the decision and actions people or companies undertake to buy products or services.
Now, put step one and step two together and you’ve got a compelling answer to that age-old question “What do you do?” – in fact, you’ve just created your best elevator pitch!
And here are a few tips to help you successfully navigate through step one and two:
Identify your ideal client/customer/audience – understand who needs your services and how to speak their language.
Craft a compelling value proposition – clearly articulate what sets you apart in a way that resonates with your market.
Adopt a consultive approach to sales – shift from selling to solving. You are providing a solution to your market’s problem.
Understand and navigate buyer psychology – do a little research; gain insights into your ideal client’s decision-making process so you can address their needs effectively.
Master your follow-up – develop (and automate if possible) a follow-up strategy that feels authentic and keeps you forefront in your market’s mind (without pressure).
Follow these tips and we know you’ll have a powerful answer to the question “What do you do?” Go a step further and contact Hera Associates to help you craft your most compelling elevator pitch ever. Learn to embrace your unique selling style and matching it to the preferred buying style of your target market. Gain the confidence and tools to answer proudly, pitch effectively, and ensure your business thrives without ever feeling like you’re “selling”.
ความคิดเห็น