How you answer or how you describe yourself (your services) can often make or break a conversation.

Often, someone might ask you, What do you do?       Me: I sell insurance – whoop, whoop!

The problem with that statement.    Making a statement is not a conversation starter and is often dead on arrival.  Most people don’t care about insurance, let alone are interested in learning more.

Yet we all do this over and over, hoping for a better result.  The only way a conversation really starts is with a Hail Mary that some truly might be interested in what you do.  Let’s face it, when you say I sell…, I’m am…  they move right on.

Ed Schultek was a sales trainer who had one important lesson: start the conversation with a description.

Ed used three tricks:

People come to me for …..  Often, people come to me when …….

They need expert advice with  …..   such as buying a house

I help people with…. When they have a new project …

        Such as a renovation

A great referral for me is…. an Investment advisor, a Realtor, or even a builder.               Builders are great referrals because ….  when a new home is being planned the prospect is in need of my services.

End with – Do you know of anyone who might benefit from my services?

Reverse it – Think of using this in reverse when asking the other person what they do.  

1) What services do you perform?

2) Why do people come to you?

3)  What is a great referral for you?

Building a conversation is a great way to learn who they are, what they do, and to build rapport.