How to explain what you do

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Dear David,

How can I explain what I do to potential clients? My mind goes BLANK when someone asks me…

Neagle Code Answer


Great question! The simple answer is: DON’T.

Let me explain.

When speaking to a potential client, it’s always important to enter the conversation they are already having in their head.

Your greatest asset in this
situation is the question.

Questions have the ability to give you insight as to what your prospect is thinking.

They also help you determine if you want to work with them.

When someone asks you what you do, use a question to take control of the conversation and to make the conversation about them and NOT you.

Let me give you an example:

Prospect: Hi _________, what is it that you do?

You: Well, let me ask you something. Have you ever felt like you’re playing too small and that there’s something bigger out there for you?

Prospect: Yes, I have.

You: This is what I help people overcome/discover.

Prospect: How does that work?

You: Let’s set up a time to talk so I can learn a little more about you and how I may be able to help!

Using questions allows you to have a meaningful conversation without the need to “explain” anything.

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  1. David, this suggestion doesn’t feel good for me. It feels like I’m hiding something or being secretive. If I was on the receiving end of someone saying that, I would put my guard up or say “no thanks” or probe more. I’m all about making a person feel safe and comfortable in engaging deeper with me. In fact, it reminds me when I was in Amway and I was supposed to talk to strangers with the pretense of wanting to be their friend and then calling them up to attend a meeting with me or have me come over to have them watch our video. Yuk!
    I simplify what I do into “lightbulb” or “lean-in” statements that naturally cause them to be able to relate to what I do, feel intrigued and want to know more.

    • That’s fair Lisa, and it may not feel good for everyone. I do find it interesting that it makes you feel like you are “hiding something”. That may be worth a deeper look into where that belief comes from. My point is that oversharing can and most times is a huge deterrent in a sales conversation. It makes it more about you than about them. If you are really in it to help this prospect, which I know you are, then getting to the root of what they are thinking and looking for through these types of questions is what matters most. I appreciate the post.