Are you viewed as out-of touch? Is your focus too much on you?
This can really trip you up if you’re not careful. If you’re not relate-able to the audience listening to you,all I can say is, “Ouch!” Without realizing it, and certainly without meaning to do so, you can turn those listeners off in a matter of seconds. Let me explain.
Countless business professionals tend to make a crucial mistake when asked, “What do you do?” They tend to answer with their title, or category. Let me give you a couple of examples. “Hi, I’m Bill and I’m a lawyer.” “I’m Kathy, and I’m a Life Coach.” OK. So….? These two folks have not given the listener anything to go on. This approach is a conversation and opportunity killer.
The bottom line is, we may be happy Bill that you’re a lawyer with a degree making all that money. But what if I’ve had bad experiences with lawyers? All you told me is you’re one of “them.” So I’m not sure I want to talk to you. And, Kathy, you may know what you mean when you say you’re a Life Coach. But I’m not sure what that is, and since that’s all you’ve given me, I have no way to relate to you.
Are you beginning to see the problem? Don’t assume I know what you job entails and how it relates to me. Tell Me! If Bill had said, “In my work I help people settle disputes that could otherwise cost them, time, money, and a whole lot of heartache. I’ve even come up with a program around that process that applies to various businesses.”
Bill just told you he’s in the business of conflict resolution without ever saying those words. Now you’re intrigued. You might ask him what kinds of disputes he gets involved with, how does he get resolution, how does his process work, what kind of success rate does he have using this approach, etc. By the time you find out Bill is actually a divorce attorney, you have discovered he’s got a process that you might apply to your business. Do you hear the difference? The second approach Bill took to answer your question made him relate-able and allowed you to be brought into his world and make a connection.
Now let’s look at Kathy. She told us she’s a Life Coach. That’s fairly vague. What if Kathy had said, “I am passionate about what I do. I help people who feel their life is out of whack in some way. Together we chart a course to success. Now they focus on what they love and make money at it.” Well, OK, then. Now we know that this woman is passionate about her business. She helps people find a way to connect their passion in way that can make money. Now don’t you have a few questions for Kathy? Who are her clients? Typically how are they off course? What are the steps in this program of hers? What does it cost? How long does it take? What results can I expect? And so on.
In both of these examples you can see that being clear about what you do and why it’s important, helps stimulate a conversation. That initial connection can lead to all sorts of opportunities. Why? Because now we can hear you, understand what you do, and we want to do business with you. That’s the beauty of being Relate-Able!