Week 2: SO, WHAT DO YOU DO? Orientation This week, we focus on networking. Invariably, while in a networking or social setting, you will be asked, “So, what do

you do?” How do you respond?

The 4 Cs of Your Answer You’ve got to have a very confident and concise answer. It should be comfortable. Your answer goes by many names,

including:

Value proposition

Selling statement

Elevator pitch

Unique selling proposition

It is not a statement that absolutely must be spot on or else you’re not going to get the business – or that will guarantee

people will buy from you even if it is spot on and you deliver it perfectly.

It should be very natural and conversational. Therefore, you will need to create a few, and be flexible with your

messaging, and practice them repeatedly.

Don’t memorize them: the goal is not to repeat them perfectly each time. It’s simply to be a conversation starter that

starts the conversation in a positive way with a very clear framework in terms of who you are and what you do. The

more comfortable you are with what you want to say, the more effective you will be in starting or conducting a

conversation with potential clients that will at least answer the question for them about who you are, what you do, and

what’s in it for them.

The 4 Cs of a Selling Statement

1. Confident

2. Concise

3. Comfortable

4. Conversational

The 4 Cs should generate a 5th C in the other person: Curiosity. Your answer should have a hook; something interesting

that keeps the person engaged and moved the conversation along.

Consider the Ws of conversation in crafting your statements:

Who are you?

What do you do?

Who do you do that for?

Why do they buy from you?

How do they get that?

MOVE OUT!

1

Exercises This week, you’ll work with your Accountability Partner(s) to improve the 4 Cs of your elevator pitch.

1. Watch the video with the worksheet.

2. Reflect on the work you did last week regarding your values assessment and what makes you unique.

3. Use those ideas and words to create a few different versions of your “elevator pitch” message. (See below.)

4. Hold (at least) two meetings with your Accountability Partner(s) to set your intention at the start of the week

and two check in and report how you’ve done at the end of the week.

5. During your call, roll play with each other and ask multiple times, “So, what do you do?” Listen to the answers

and provide feedback and/or coaching to each other to continue improving. Record the calls and listen to

yourself to identify areas you do well and sound comfortable / natural and other areas you can improve.

Elevator Pitch 1 So, what do you do?

Elevator Pitch 2 So, what do you do?

Elevator Pitch 3 So, what do you do?

2

Accountability Partner Feedback Notes What works well?

What could be improved?

Does the person sound confident?

Is the message concise?

Does the person sound comfortable?

Is the statement conversational?

Does it generate curiosity?

3

Accountability Partner Feedback Notes What works well?

What could be improved?

Does the person sound confident?

Is the message concise?

Does the person sound comfortable?

Is the statement conversational?

Does it generate curiosity?

4

Accountability Partner Feedback Notes What works well? What could be improved?

What works well?

What could be improved?

Does the person sound confident?

Is the message concise?

Does the person sound comfortable?

Is the statement conversational?

Does it generate curiosity?

5