Stop telling people what you do. Make them want it.

Have you ever been to a networking event or round table where someone is asked to say what they do – and they proceed to list every product or service they offer?

By the end of it, you’re struggling to remember most of what they said.

It’s a bit like me listing my exam results today and asking you to tell me what I got tomorrow. You might remember one or two things, but probably not much else!

The problem isn’t necessarily what they’re saying. It’s that they’re giving you information without giving you a reason to remember it.

Here’s my suggestion of what to do instead.

Instead of trying to tell people everything you do, choose one product or service and make that the focus.

But don’t just give them a list of features or tell them everything they need to know about it.

Tell them something that makes them want it.

Think about the person you’re talking to.

What might they need? What problem are they experiencing? What are they doing ineffectively (or not doing at all) that you could help with?

Then talk about that.

The aim is to make your listener think:

“That sounds like me.”

Or perhaps:

“I know someone who needs that.”

That’s when you have their attention.

And once they’re interested in the problem you can solve, they’re much more likely to want to know more about what you do.

So next time someone asks you what you do, resist the temptation to give them the full list.

Choose one thing. Make it relevant. Make them want to know more.

That’s far more memorable than simply telling people everything you do.