How To Explain What You Do So That People Immediately Want To Work With You

When you meet a prospective client, are you able to introduce yourself so that they immediately want to work with you?

If you know how to speak their language, you’ll be able to clearly communicate what you do so that they can understand. When I say “language”, I’m not talking about their native tongue.

What I mean is the language of results.

If you can craft an introduction that’s focused on the results that your prospects are looking for, you’ll be able to get people interested in what you do.

When I first started as an advisor, I’d usually just tell people that I’m a financial planner. I quickly found out that it wasn’t the best way to introduce myself if I wanted to get people interested in what I do.  The reason why this didn’t work was because so many people hear the term financial planner and their guard immediately goes up.

As I figured this out I’d then try to explain in more detail and ended up just getting confused looks. But once I learned how to speak the language of results, I was able to become more compelling and get more people interested in how I help people.

Once you’re able to do this you’ll be able to introduce yourself in a way that’s compelling and People will begin to become very interested in what you have to offer.

2 Things to Remember

1. Be Specific
   Don’t worry about excluding people. If you have multiple “types” of people that you help,  you have the advantage of tailoring your answer to the person you’re talking to. You’ll see what I mean in a minute.
2. Focus on Results
   When you meet someone for the first time, they don’t really care about your services, your process or your credentials. If you want to hook people and get them interested in you, you have to focus on how you help people. What are the problems you solve for people?

2 Great Ways to Introduce Yourself So People Will Want To Work With You

There are 2 really great ways to explain what you do. Both of these are completely non-salesy and will clearly communicate how you help people.

Way #1

This is where you give a 2 sentence answer that communicates these 3 things;

1. Problem
2. Solution
3. Reward

Problem:

You don’t want to start the conversation with what you do. You want to start it by focusing on them and the thing they are thinking most about.

• What problem does your ideal prospect have?
• What pain is causing them to seek out an advisor?

Solution:

• What do you do that solves that problem?
• How do you make the pain go away?

Reward:

• What’s their life like after your solution?
• What are the good feelings they’ll experience after working with you?

Examples;

Most people don’t feel 100% confident about their financial future. So we give them a roadmap so they know exactly where they’re going and so they can make the right decisions along the way.

As a lot of people get close to retirement they’re not sure if they’re making the right decisions. So we take them through a 3-step process to help them get clear on their financial future.

WAY #2

This is a one sentence introduction that will communicate 3 things and it takes less than 10 seconds to say it.

1. What you do.
2. Who you help.
3. How you help them.

Here’s the script.
I’m a Financial Planner and I help (specific person) (with a problem) by (solution).

Here are a few examples;

• I’m a Financial Planner and I help people who are 5 years out from retirement create a plan they can feel good about.
• I’m a Financial Planner and I help retirees who want to leave a legacy, create a plan to efficiently pass on not only their assets and their wisdom to future generations.
• I’m a Financial Planner and I help busy professionals who want to make good financial decisions by giving them a one-page financial plan.

What’s Next;

1. Write out your own version of how you would introduce yourself to the next prospective client you meet.
2. Share this article with your colleagues and tell them your new introduction and get their feedback.