Do you find yourself constantly resorting to generic answers when people ask you questions about yourself? It may be time to rethink your approach.
One of the most critical questions—one that we often shy away from answering in a powerful way—is also the one that can open doors for us. That question is "What do you do?" In answer to this critical question, I have heard even the most seasoned professional use standard, black-and-white descriptions of his or her business. Sometimes they answer "I am a financial advisor."
And while you are technically answering the question when you say this, you are also opening the door to all of the stereotypes and preconceived notions people have about that title or profession. The real benefits you provide go unstated. In order for prospects to take action, they must want what you have to offer. And it's your job to make them want it.
Follow the black-and-white descriptive statement with an absolute home-run connector statement that paves the way for you to talk about your expertise or the benefits of your services: "I hold the CFA designation. And let me tell you why I think that's important."
