How Do You Answer, When Asked, “What Do You Do?”
Three Common Mistakes People Make When Answering, “What Do You Do?
When you are attending a convention or at a networking event – or at a party meeting new people, someone will ask…
“What do you do?”
How you handle this question could determine whether this person becomes a customer, a referral source – or just walks away!
This article exposes three mistakes you could be making when responding to the question, “What do you do?” and the reason why these responses don’t work – and one response that does work!
Mistake #1 – Say too little
Say something like: “My name is Jane Doe and I am with Abbot Real Estate Company” and then smile, hoping the other person will ask a question – They probably won’t.
This is a mistake because Jane made a short statement that doesn’t engage the other person’s attention. It doesn’t invite questioning. The other person may politely say what they do to fill in the awkward silence or they may excuse themselves in some socially graceful way.
Mistake #2 – Say too much and ask for the business
Say something like, “My name is Jane Doe. I work for Abbot Real Estate Company and I specialize in country homes. I love the country and I love to show country properties. It feels so good to get outdoors, breathe the fresh air, and help someone find a home they love in the country. Do you know anyone who is seeking to buy or sell a country home?”
This is a mistake because Jane said too much about herself. It’s way too early to ask for the business. She should be cultivating a relationship with that person. Remember, people do business with you when they know, like, and trust you.
Mistake #3 – Talk on and on about yourself and your career
I am amazed at the things people say when they are nervous and trying to make small talk.
“My name is Jane Doe and I am with Abbot Real Estate Company. I have been with them for 5 years. It’s a great company. All the people there are so friendly and helpful. I am so glad I chose real estate. I love the flexible hours and the income potential. This really beats my corporate job.”
This is a mistake because it’s all about Jane! Not only is it all about Jane, but the only things she is promoting here are the nice atmosphere of her office and what a great career real estate is. If she keeps going she might talk the other person into becoming a real estate agent and not a prospective client or referral source.
A Response That Works
When the other person asks, “What Do You Do?,” ask an engaging question, such as:
“Do you know when people are buying or selling a home how nervous and stressed out they can get?”
Pause and let the other person respond.
Then say, “I take care of all the details and paperwork. I hold their hand through the process and make the whole thing a more relaxing and enjoyable experience for my client.”
In this approach, you don’t talk about yourself. You show that you have a thorough understanding of the issues and problems people face when buying or selling a home. You provide specific solutions to a potential client’s problem.
The other person will be genuinely interested because you have engaged them. They will begin to trust you because you put the client’s needs before your own. Finally, you answered in a unique way that sets you apart from your competitors.
The next time that person has a question relating to your products and services, he or she is going to call you because you have demonstrated that you care.