By this time next week, tell 10 people what you do. If you’re going to be at a 4th of July BBQ or sitting at the park watching the fireworks, look for opportunities to introduce yourself. If you need an excuse, say your business coach gave you homework, practice as much as you can.

To come up with your answer– consult the rainmaking or sales books on your shelf; maybe you even have a workbook exercise from a rainmaking seminar. If not, here are some abbreviated versions to jog your memory:

“I’m a [specialty?] attorney, my clients are people who [have these problems]. I make sure [they get great results]. I do this by [how]. What makes me particularly successful is [point of differentiation]”.

“You know how some people [have a problem]? I work with those people to ensure [solution]. My clients appreciate/ [point of differentiation]”.

“Do you know people who [have this problem]? I work with those people to [solution]. My clients tell me that I am [point of differentiation]”.

Make sure you focus on what you do for people, not how you do it, where you went to law school or why you became an attorney. Speak in your clients’ language, so that prospects will think “that’s exactly what’s happening to me, he really knows my situation” & “he’s helped other people like me, I want that great outcome for myself”.

You have to have one or more introductions in your back pocket so that you can focus on listening, rather than on what you’re going to say. You want to be 100% in the conversation, building the relationship- not in your head, writing a script. The more you practice, you’ll see what works for you and you’ll be ready when you’re asked “what do you do?”

Use pauses, hopefully the person you’re speaking with will ask questions, which is a fantastic thing- gives you lots of opportunity to be clear.

At some point- consider asking for referrals- “you know I’m building my business and I’d very much appreciate your help, if you know anyone [who has those problems/be specific], it would be great to meet them”.

Some short, effective pieces of introductions that I’ve heard:

“I help good people who find themselves on the wrong side of the law”.

“I make sure other people see things your way”.

“I work with entrepreneurs who’ve suddenly realized they’re working for people who don’t know how to run a business”. [ok, not legal specific, but it’s an example of an opener that would appeal to a certain type of prospect- weeding out any that might take themselves a little too seriously]

If you’ve heard a great answer to “what do you do?”- feel free to comment, I’d like to build my list.

Have a great holiday, I love the notion of “Independence Day”- another great opportunity to start afresh.

barbara@successfullysolo.com

grammar disclaimer, with an apology to Mrs. Lewis at Townsend Jr. High in Tucson, AZ: while I’m not yet using apostrophe s’s for every word that ends in an “s”, I can’t decide where to put periods and quotation mark’s. (oops, I meant “marks”)  I have anxiety over this, but I’ve chosen to ignore it, hope you do too.