What NOT to say when someone asks you “So, what do you do?”

Remember what I said in Part 1: “The MOST important part of the Verbal Logo is the ‘Felt Experience’ portion…” One of the most common mistakes you could make when telling someone what you do is to tell them what you do! (“I balance hormones by applying needles to these places, and use breath work to relax the system” – this may sound great to some, and too much info for others – remember, they have not yet decided that they want detailed info)

Be honest, be clear, and know that as soon as you go into the nitty gritty of WHAT techniques or systems you use (if they have not specifically requested this info) you will be taking them OUT of the realm of the Felt Experience and into their analytical thinking – this immediately detaches them from their emotional process around connecting their Felt Experiences to YOU – and disconnects them from you. Keep your initial Verbal Logo answer brief and stick with the Felt Experiences your clients have with you (trust, relief, health,…)

Once you state your Verbal Logo, ….then pause…. Don’t give further explanation. let them complete their biochemical response and the imagery you just lead them to (if they are not already imagining working with you, they are probably thinking about people in their network who need to know about you!) After you ….pause….one of three things will happen:

• They will ask you for more info: Respond, “I would love to! What specifically are you curious about?”
• They won’t have anything to say: “Do you have any questions?” or better yet!, “Who do you know that would like to know about me?”
• They will continue with small talk, or give you praise for the good work you are doing: use this as another opportunity to ask, “Who do you know that would like to know about me?”

OK!

In Part 1, we talked about the 4 components of a high impact Verbal Logo. Here are a couple of “advanced techniques” – really more like “icing on the cake” that add wonders to your verbal logo.

…continued from, “Say ‘elevator pitch’ w/o rolling your eyes! – Part 1″

5) Communicate what you want!!!

Women get paid less dollar-per-dollar than men – NOT solely, because of discrimination, but because they do not ask for raises or negotiate their salary/rates – we do not SPEAK UP! We are very good at focusing on what we dont want, what we wish were differant and what we would like to change, but we are less practiced at clearly communicating what we want / need – especially when it comes to summing it all up powerfully in one sentence.

I’m looking for______

“…another woman acupuncturist to add to my team of amazing healers”
“…small business owners ready to transform their finances”

6) What makes you so special?

A lot! You know that, but do they?

What makes me/my company unique is ______

“One thing that we do that is unique is to meet clients in person every time.”

Putting it all together: (see part 1 for basic components of your Verbal Logo)

“My name is ____. I am an acupuncturist, offering hormonal balancing treatments for women in menopause. I am looking for a highly trained acupuncturist for my office in San Francisco”

“My name is ____. I own Bright Life. We offer bookkeeping for small holistic health businesses ready to transform their finances. One thing that we do that is unique is to meet clients in person every time.”

Bonus!:  ”Quickie” Verbal Logo

Demographic > Felt Experience
“I help women over 50 find freedom in their bodies and balance their hormones.”

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