If you find yourself constantly resorting to generic answers when people ask you questions about yourself, it may be time to rethink your approach. So often we drift through our day, not even seeing the opportunities we have in conversations with others. From the simplest “Hey, how are you?” to the more complex questions you are asked throughout your work day — how often do you take time to answer the questions fully?
A critical question we so often shy away from answering in a powerful way and one that can open doors to a world of opportunity is: “What do you do?”
I have heard even the most seasoned professionals use the old standard, black and white description of their business. As an example they answer: “I am a financial advisor.” Although you are concisely stating exactly what you do with that answer, you are also opening the door for all of the stereotypes and preconceived notions they associate with that title or profession.
For many, you would be tossed into the broad category of salesperson and forgotten in their minds. Simply said: The real benefits are being left open to hope (I sure hope they know what a financial advisor does). But in order for action, they must want what you have — and it’s your job to make them want it!
However, talking about yourself and your products with more detail often comes across as sales-y, boastful or meaningless. For example, if a financial advisor says, “I hold the CFA designation.” Okay, great…so what does that really mean to the person you are talking with?
Instead, try using a phrase that I have heard some top advisors use. Follow the black and white feature statement with an absolute home run connector statement that gives you the right to talk about your expertise or other benefits of your services. For instance: “I hold the CFA designation. And let me tell you why I think that may be important to you.”
The statement, “And let me tell you why I think that may be important to you” gives you the right to share why something may be important to them. It will still be a factual description of what you do — but this time with meaning directly for the person you’re talking with. And it may just be the opportunity to put preconceived notions to rest and build your value — without coming across “sales-y.”
People Dislike Really Smart Leaders: It’s Quite True!
9 Quick Tips On Including Videos In Your Email Marketing
How to Work With a Narcissist
Roll Over 401(K) to IRA, but Keep Your Job
The Waterfall Effect or the Delicate Art of Alignment
Muni Technicals Weaken, but Relative Performance Holds Steady
What Customer Reaction to GDPR Is Telling Us About Our Data Culture
How to Get Rid of Your Toxic Work Culture
11 Ways the New Tax Law Could Help or Hurt Your Tax Return
4 Powerful Personal Branding Examples that Work
Investing in Life11 hours ago
Storyselling: Six Magic Words Guaranteed to Engage Your Clients
Development11 hours ago
How to Offer More to Your Ideal Clients
Solutions11 hours ago
Top 4 Themes in Impact Investing Right Now
Investments1 day ago
Global Equity Views 4Q 2018
Development1 day ago
How To Deliver Value During Prospect Engagement
Financial Podcasts1 day ago
How to Merge a CPA Firm With a Wealth Management Firm
Learn2 days ago
Millennials and Responsible Investing: Bridging the Generation Gap
Social Selling2 days ago
Is Spending Piles of Money on Marketing Just a Waste?