“What do you do for a living?”

We ask and are asked this question all the time. If you have a superior answer to this question, you can create a never-ending stream of qualified and motivated prospects that you will convert into paying clients, and, more importantly, you can avoid a lifetime of missed opportunities.

The Compelling Elevator Speech differs from the old, traditional initial conversation in one critical way. The compelling elevator speech is not about you at all. It is all about the other person.

When you are asked, “what do you do for living?” your answer should be short and direct. You should be able to tell someone what you do for a living in 30 seconds or less. It should be clear to them exactly what you do for living. Include some kind of benefit statement in your answer besides just the description.

You want them talking about themselves. Ask them questions that are not threatening and will allow you to find out it if they are a good prospect for you.

You should do this in a very structured manner. Here is a simple example for you to consider.

Question: “What do you do for living?”

Answer: “I am a Warren Buffett style financial advisor.

I specialize in helping people plan for their retirement.

What do YOU do for a living?”

OR: “I am a Warren Buffett style financial advisor. I specialize in helping business owners and professionals build their net worth.

What do YOU do for a living?”

It is your job to gather as much information about the other person as you can. GENTLY – pump them for more info, e.g.; “how long have you been in that field?” Remember – gently – this is a pleasant conversation, not an interrogation.
“How did you get into that field?”

“Who is your typical client (customer, patient, etc.)?”

People love to talk about themselves. You know that people would rather talk than listen because as a normal human being, you would rather talk about yourself than listen to strangers talk about themselves. Successful wealth managers do not have to be abnormal human beings or be manipulative. We simply have to develop and cultivate a specific skill set that will advance us professionally.

Now, create your own answer to the question. Remember, your answer should be short, clear, aimed at your target market and end with a question, getting the other person to talk about themselves. It should also be an answer that sounds like you and with which you are comfortable.

Write down your answer. No matter how short or how simple – write it down. When you have your “final” answer clearly written, say it out loud a few times. Sometimes, even the most beautiful written words do not sound right when spoken aloud.

Repeat your answer over and over again until it sounds right to you and you are comfortable with it. Then fine-tune it. Record it and to play it back so that you can hear how it sounds to others. Don’t just memorize your answer – own your answer. Have it be an integral part of you.

Now, take your answer out for a spin. See how it works the next time you are asked: “What do you do for a living?” Notice if your answer was automatic and seemed spontaneous. If you need to fine-tune your answer, do it.

This skill is like most other skills. Whether swinging a golf club, playing piano or playing poker, you will get better with practice.

I can guarantee you that you will increase your effectiveness and your income by successfully mastering the compelling answer to the question “What do you do for a living?”

Author Bio: Gary Wollin, a registered investment advisor, has worked on Wall Street for 50 years. He has been regularly featured in The Wall Street Journal, The New York Times, HuffingtonPost.com, and many other publications around the world. He writes and speaks about selling, customer loyalty and sales, and stock market outlook, donating 100% of his fees to charity. For more information, please visit http://www.garywollin.com

Category: Education
Keywords: sell, sales, selling, elevator speech