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Today on Bernadette TV, what to say when they ask, 'What do you do?' Hello. Welcome to Bernadette
TV online TV to help you be the best you can in your business and your life. Today, we're
talking about what to say when people say to you, 'What do you do?' You've probably
had situations where you've been out networking or meeting new people, and telling them that
you're in business, and then you get asked this question. If you're like many of my clients,
it's a question that can have you saying, "What should I say?" because the pressure's
on. You want to make a good impression, you want to impress, you want to make the most
of this particular opportunity, and in a moment like this, you can freeze up and not know
what to say. Today, I want to help you with this. First of all, let's take the pressure
off. Big mistake that people make in situations like these is they think they have to have
one perfect sentence that sums up all of the things that they do and how they make a difference
to their clients. Actually, I want to take the pressure off and let you know that in
a situation where someone says to you 'What do you do?' your main outcome should be to
start a conversation and simply engage the other person. The good news is you already
know how to do this, because I'm pretty certain that all your life, you have been starting
or engaging in conversations with other people. Know that you already know how to get a conversation
started, and that's all that's happening here. My recommendation for describing what you
do is instead of talking about yourself to describe the people who help and how you help
them ... I want to break this down for you today. To give you a formula for coming up
with a great answer that you can have when someone says to you 'What do you do?' What
we're going to do with this amazing conversation-starter is we're going to match up a description of
the people who help with a description of how you help them. That's it. That's the formula
in a nutshell. Let's start by talking about a description of the people that you help.
To do this right, you want to describe the people you help in such a way that if you're
speaking to someone who represents your target audience, they're able to go, "That's me."
If they're not your target audience, they're really clear on how they would recognize that
person. Let me give you an example. You may think you've already come up with a description
you help for example, empty-nesters, women after divorce, or CEO's of Fortune 500 companies.
The trouble is with most of these descriptions, they rarely match the way that your prospect
or your target client sees themself. I don't know any woman who wakes up in the morning
saying, "Here I am an empty-nester starting another day." I don't know women who describe
themselves as, "I am a woman after divorce." Do you see the mismatch? You want to learn
to describe people in the way that they can relate to or they're able to respond, "That's
me." In my step-by-step program, I actually give you 3 different ways of describing the
people that you help, but I'm just going to focus on one of them right now to help you
with this. Who benefits from what you do? Let's describe them in terms of a challenge
that they're currently facing. Let me give you an example: Let's think about what problems
is your audience facing? Maybe they don't have enough time or maybe they're someone
who's trying to do more on a reduced budget. You can incorporate these challenges into
your descriptions. For example if you were to say, "I work with mothers who don't have
enough time," most of the mothers I know would go, "That's me." If you were to talk to marketing
directors and say, "I help marketing directors who are trying to do more on a reduced budget,"
most of the marketing directors that I know would be able to say, "That's me." When you
describe your audience in terms of a challenge or a current problem they're facing, you're
much more likely to generate that 'that's me' response. The next thing, now that you've
described the type of person you help in a way that they're able to go, 'That's me',
is to match that up with a description of how you help them. Let me give you an example:
In the example of a mum who doesn't have enough time, the way that you help them might be
that you take 90% of what they have to do off their to-do list. It would go like this:
'I help mums who do not have enough time to get 90% off their to-do list so they can have
more time to spend with their family and do the things they really love.' Can you hear
how natural that is? It isn't some flashy advertisement message designed to stop the
person in their tracks; those are conversation-stoppers. This is a conversation starter; it's natural,
it's authentic, it's engaging, and it can get the conversation underway. In fact, it
naturally invites the question, 'How? How do you do that?' Now I've given you an example,
here's how you put all of this together: You simply describe the person that you help and
you match it with a description of how you help them. That's it. That's all you need
the next time someone says to you, 'What do you do?' As we put this all together, the
key here is when you are describing yourself, instead of talking about you, you talk about
the results you deliver rather than what you do, and less here is definitely, definitely
more. I would love to hear what opening lines you come up with in response to the training
on this week's episode; please come and share it over on my blog. If you would like more
like this, please hit the Subscribe button, because when you do, the power of YouTube
will automatically inform you the next time we release another episode, and I've got tons
more like this to share with you. Also, I would love it if you could come and sign up
for email updates. In fact, I'd love to give you a book called 'Opening Lines Made Easy.'
It's something I used to sell for $49, but it's my gift to you when you subscribe as
a result of this episode. Come on over and sign up right away, because I can give you
detailed examples of other opening lines that you can use and tweak, and amend to your situation.
That's it for this week's episode of Bernadette TV. Go ahead over to my blog, sign up right
away so I can get that copy of that book to you. I look forward to seeing you on the next
episode.