What Do You Do?

What do you do? This has to be one of the most frightening questions for newbie network marketers to answer, and a challenging one for the most polished of networkers to answer effectively.

Here is a great entry from Michael Oliver. He is a best selling author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends." He also has a great newsletter you can sign up for at his site www.NaturalSelling.com.

Here is the excerpt and his approach to natural selling when posed with the "What Do You Do" question.

"When asked, 'what do you do?' do one of these two things:
You say too little? Such as answering with the title of your job description... I sell health products, I work with a nutritional marketing company, or whatever you do and then hoping the other person will want to know more?

You say too much and start talking about your story or your business? This can be a mistake as well because people are generally not interested in what you do and will tune out unless there is something they have a personal association with based on their own present moment needs.

One of the most magnetic ways I know of attracting people to you, is not to tell people what you do, but let them know HOW what you do, helps people. And this is where your personal introduction comes into its own!

It has a variety of uses, and can be adapted to all sorts of situations such as cold calling and talking about your products that you can find more about in my book.

So here is how you can reply to the question “What do you do?”

"You know how people nowadays are finding it harder to get ahead, what with corporate uncertainty, the lack of job security and the higher cost of living?"

"Well, what I do is, help them set up their own business, so they can start taking care of themselves and their families once again."
"Let me ask you – what do you do?"

Or you could also ask; “have you experienced anything like this?”

This will paint a picture of how what you do helps others. The very essence of Natural Selling!
Your reply focuses on some challenges that are in the world that most people are aware of and can easily identify with and it demonstrates your purpose, which is to help other people solve these challenges. It is also a focused reply. It demands you understand what you do in the context of helping others.

Now if a person identifies with this, do you think they are likely to want to know more? Most probably "Yes!" And do you want to tell them? Yes, of course you do. Do you want to do it now? You can if you want, but then what would you be doing . . . presenting what you think they should hear, because you don’t have any reference point about them.

So my suggestion is wait. Find out more about them and who they are so that you can customize your answer. That’s why you ask the question, “What do you do?” at the end of your explanation. Asking a question like this is an invitation for them to participate in a dialogue about who? Themselves.

By stating how what you do helps others, you will create a good impression and it’s cemented by turning the conversation on to them. And remember, it’s all in the questions. Contrary to the popular opinion that as long as you’re talking, you’re in control, the opposite is true. You actually control the conversation by letting go of your need to speak. Ask questions instead.

The Mechanics Of The Personal Introduction
Let me give you the mechanics for creating your own introduction. Comprised of three parts: problem, solution, question – here is how it works:

1. Problem
Start your reply with the phrase, "You know how..." and tag on to it the generic problems that your business opportunity can solve, problems that everyone can relate to. There are many problems and challenges in the world. Being a problem solver, your job is to discover how your solutions can solve them. Problems such as:
* Job downsizing
* Lack of job security
* Higher cost of living
* High taxes
* Long travel time to work
* Low income
* Lack of free time
* Finding it harder to make and keep money

2. Solution
Demonstrate how what you do helps people solve these problems. The key here is to use simple language, not clichés, or Network Marketing industry language such as residual income, time-freedom, time leveraging to name a few. These words have very little meaning to most people and can appear as if you're trying to sell something.

You can start this part with, "Well, what I do is help people," and then continue with:
“Start their own part-time businesses.”
“Get their lives back in control.”
“Have time to spend with their families.”
“Do the things they want to do.”
“Develop another income.”
“Replace their present job.”

3. Question
Ask a question to turn the focus back on the other person to start the process of exploring and uncovering whether they might have similar problems that need solving.
Keep it low key. The power of your response comes from using simple everyday language that everyone understands, without jumping out of the gate and hitting them with your solutions.

If you've got my audio program "12 Ways To Start Effective Conversations Without Fear", you can hear me explaining more about creating your Personal Introduction on the second CD. There's also a role play (#4) on the "Introducing Your Business And Products" audio program called "What To Say When They Ask 'What Do You Do?'" This role play provides an example of how to use your Personal Introduction in a typical situation.

We love what we do and can be so anxious to tell that we are in danger of thinking we have a hammer and everyone else is a nail! Use the above structure to build your own powerful response – use it and own it. It has many uses and you'll be gratified at the positive responses you'll get.

Have a peaceful and prosperous week…
-Michael Oliver

See more from Michael Oliver at www.naturalselling.com