You know when you’re out networking and people ask “What do you do?”

What do you tell them? What response are you getting? Do they understand how you can help them?

Many people reply at first by saying their job title. Sound familiar?

I used to do this too but I’ve found a much more effective way and want to share this with you today to help you connect and get better results when you meet people.

First, let’s look at your introduction.  These are the first words your new contact hears.  First impressions count.

Which sounds better to you? “I’m a business coach” OR…  “I help business owners to build their business. To significantly increase their sales and make more money from their talents and skills”

What’s more attractive and enticing? Which one would spark off more of a conversation and have the listener want to ask me how? or as I hear, wow I’d like to do that!!

Take a moment to write down a more descriptive way of introducing yourself.

Now, what do you say next? 

Top Tip…

Step away from the features! Embrace the benefits. 

Have you noticed how sometimes people talk about the intricacies and minute details of what they do but you’re still not sure what that means to you?  They are usually talking about the ‘features’ of what they do.

Learning how to articulate what you do using ‘benefits’ instead of features will help you have an easier flowing conversation. You’ll be more relaxed and your clients will get what you do quickly, which will help you get more results. Also, be careful of jargon that may seem so familiar to you, but to us, we don’t know what you mean. For example

As I incorporate ‘NLP techniques’  into my ‘coaching’ I used to get excited telling people about this brilliant ‘Anchor technique’ or I can do a ‘submodality switch’.

Yes exactly, what am I talking about?!… These are all ‘features’ of what I do.  But how does that help you?

We need to talk about how clients will ‘benefit’ from what you do.

For example, the ‘benefits’ of a submodality switch allows me to help women free themselves from whatever is holding them back – self-sabotaging beliefs, restrictions they’re putting on themselves or empowering them to feel they CAN do it – all allowing them to break through what’s been holding them back from their success.

My clients can then get on with what they want to do feeling happier and more confident with more helpful beliefs that serve them well now 🙂

How can you talk about the ‘benefits’ your clients will get from working with you or using the products you provide?

Make a list of some of your ‘features’ and by the side of each one, write out how your clients will ‘benefit’ from these.

Think about how you’re going to help THEM, it’s all about them, not you!! Focus on WHAT you can do for them, not what you actually do and you’ll find people understanding your services more which of course, leads to more sales. That would be good, wouldn’t it?

To your success and happiness, talk about benefits today!

Jo James xx

Do you need to improve your sales skills even more to win more business? Check out my Get Sales Savvy course, delivered to you online and with a Power Hour to talk about your services and pricing.  

Email me or call me 07968 016 585 if you have any questions about you and your business. I’m here to help you succeed 🙂