And What Do You Do?
NOTE: This is a complimentary Blog to July’s entitled
Defining the “I” in BusIness Development
I’m going to start out by stereotyping/generalizing, which I rarely like to do. However, it will get my point across so here I go…
One of the scariest things for technical (and oftentimes introverted) professionals to do is to network. It doesn’t matter if it’s a formalized networking mixer or their son’s baseball pizza party — it’s like being a stranger in a foreign land.
In those scenarios, it’s best to prepare some “in your pocket” responses to not only advance the conversation, but also to help promote you and the company that you represent. (You never know when you’ll be able to become a resource to those with whom you encounter.)
Case In Point
You went to school, learned a trade and advanced within your field to get to do what you do today. It didn’t come overnight; neither does networking. It takes practice and preparation.
To Begin
Here are some of the basics to help you to prepare a simple answer to the question “So, what do you do?”
I am most excited about my career specialty because…
The thing that makes me different than others who have my same job is…
I am passionate about helping others (in what circumstances and when I’m doing what)…
Clients have said that they like working with me because…
This Identification, Honing and Articulation of your Value Proposition will further your career.
By taking it a step further and owning your “I” in BusIness Development, you will advance your company’s sales process.
To do so
Relay your story
Explain your value and your inspiration
Provide a call to action
Remember, to keep in mind your client’s viewpoint and needs; also discuss how the value you bring will help them accomplish their goals.
Selling is never about you! Selling is about the client and how they see you.
If you’d like further pointers and/or how to define your “I”, please contact me at dlandry@authentizity.com.
Stay tuned for the third component of this Series – “How to have a Curious Conversation…”
