| We have all been there...at a party or a group | | | | is targeted, informative, interesting, and sets you apart |
| gathering when you meet someone new. Whether in a | | | | from your competition. It tells the listener more than just |
| business or social setting, this question is bound to | | | | what you do...it tells them how you are relevant. It also |
| come up: "So, what do you do?" | | | | invites a two-way conversation with your newly found |
| When this question is asked, you have but a short | | | | acquaintance. It encourages them to ask more about |
| window of opportunity to grab the asker's attention | | | | you. The Talking Logo is flexible. If you have more than |
| and really make an impression. Unfortunately, we | | | | one product, you can adapt the Talking Logo to fit the |
| usually answer in one of two ways. The first is a way | | | | occasion. |
| that causes us to fade into the background. "I fix | | | | The 2-Step Process for Creating your Talking Logo |
| computers." "I'm a lawyer." "I'm in real estate." "I sell | | | | Step 1: Explain your target client market and their pain |
| insurance." In just a few words we've told the asker | | | | points. Use the following syntax when formulating the |
| that we are just another "fill in the blank." In a flash, the | | | | first part of your response: ACTION VERB (I help, I |
| opportunity is gone. | | | | teach, I show, etc) THE TARGET CLIENT MARKET |
| The second common way that we respond to this | | | | (young married couples, retirees, CFOs, IT companies, |
| question is our Elevator Speech. We rehearse this in | | | | etc) HOW TO (solve or fix a specific problem or |
| the mirror, polish it down to the word, and memorize it | | | | need). |
| like a school play script. When someone asks the | | | | - Example: A mortgage broker might say, "I help first |
| question: "So, what do you do?" we reactively spring | | | | time home buyers save tens of thousands of dollars |
| the well-prepared speech on them. The active hearing | | | | on the biggest purchase they have ever made up to |
| turns off and a few moments later, the listener's eyes | | | | this point." |
| have glazed over and they are looking for a way to | | | | If your Talking Logo has hit its mark, you should get |
| move away from you. They respond, "Oh...that's nice" | | | | some raised eyebrows indicating interest as your |
| and move on. Not the most memorable encounter, at | | | | listener asks, "Oh? How do you do that?" |
| least not in the way that you want to be remembered. | | | | Step 2: Part 2 of the Talking Logo explains how you |
| Let's Try Something New - The Talking Logo | | | | fix your customer's pain points. You should focus on |
| If you really want to connect with the other person, try | | | | an answer that distinguishes how your exceptional |
| this useful engaging approach - the Talking Logo. This | | | | product, process, or skill solves the client's problem. It is |
| powerful, two-step process captures your listener's | | | | very important to be ready with this answer because |
| attention and gives you the chance to truly let them | | | | you actually have the listener's attention thanks to Step |
| know what you do - without turning on the autopilot. It | | | | 1. No missed opportunity here! |