Answering The Most Feared Question

You’ve been there.

A prospect says, “What do you do?”

How do you respond?

When people ask what you do, what they’re secretly asking is what can you do for me?

Here’s a 3 part framework for elegantly explaining what you can do for others. 

Example for Ryan Reisert – Phone Ready Leads.

1. BEFORE STORY (Focused on the problem. Limit to two sentences.)

“Do you know how frustrating it is to make 50 cold calls and only have 1-2 conversations? Even with direct dials, people don’t pick up.”

2. AFTER STORY (one sentence)

“Phone Ready Leads is a service that enables inside sales reps to have 12-15 conversations for every 50 dials so they can book more meetings without long-term contracts or adding new technology.”

Formula – (Product) + (what it is – app, service, etc.) + (superpower they don’t currently have) + (differentiation – “without”.)

Selling is about the contrast—the before and after.

3. ASK

“Do you have an outbound motion today, or is it mostly inbound?”

Asking a question prevents keeps the conversation going. Brains pay attention to questions because they have to hold up their end of the bargain and answer.

So, what do you do?