People Are More Impressed With Who You Are Than What You Do

We’ve all been asked that dreaded question at a networking event.

“So… what do you do?”

I drive myself insane wondering why people lead with that question in social situations. My guess is they are just nervous and it’s the first and easiest thing that comes to mind and then out of their mouths.

Yet, it’s the dumbest and worst question to lead with once you shake hands with someone. It shows the other person you are about to judge them and looking for the lowest hanging fruit to make your snap judgement. So do yourself and the person in front of you a favor and don’t ask it anymore.

So what SHOULD you ask?

Anything. Except for the above question anything is fair game. Ask about their clothes. Ask about their background or where they came from. Inquire about something unrelated to the topic of the evenings event like the weather, local sports team, the coffee shop where you are sitting, a funny off-the-cuff joke about the random people you are watching. Really, anything will work here. Absolving yourself of the “what do you do” question will invariably raise you right to the top of the list of people the other person wants to converse with.

But why is this so?

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The “what do you do” question makes people feel like they are being interrogated. Especially if the person you find yourself talking with has recently made a huge life change and is in between jobs or startups. Take it from me, when in that phase of life this is the last question any of us want to answer. And the thing is you never know who has recently made that decision or is currently in that phase so better to be cautious and not take a salt shaker and dump it on someones fresh wound right out of the gate.

The “what do you do” question also makes people feel uneasy since its origins can be found in us humans trying to compare ourselves to others. Instinctively, our goal is to find someone who we feel superior to so we can make ourselves feel better, even for a brief moment. If I ask you what do you do and you tell me “I’m a lawyer” or “I just sold my startup to Google” I now know where we stand economically and socially. If you respond with a lower status job description I also know where we stand and feel better about myself.

But what about the people who ask the question only so you ask them the same question so then they can pitch you their business? Same result holds here: not a good idea to lead with your elevator pitch to a stranger that didn’t ask for it. I don’t know about you but I don’t want the first interaction with every person I meet to be a pitch session about what they are working on and how I can get involved. This is also a very shallow and quite self-serving interaction and again puts people on the defensive.

What I have found works best is to be genuinely interested in other people, and ask questions about them and what they care about. Becoming interested in others is quite easy if you don’t lead with “what do you do” questions. I try to challenge myself and get creative in how I converse with people, how much I can get them to talk about their ideas and passions. Initiating conversations without asking about profession or job shows the other person you are genuinely interested in their story and them as people, not just about professional comparisons. One or two great questions or comments unrelated to their profession can jump start a quality interaction with pretty much anyone.  I have found this is the best and quickest way to illustrate who I am and my inner character without saying a thing – outside of asking the intriguing questions.  The less I say the more I listen – and thus show who I am – resulting in a strong trusted connection with the other person.

The crazy and counter-intuitive thing about this strategy is once you start a conversation with another person not asking about their profession the other person will inevitably bring it up, but on their own terms. And since you didn’t come across as aggressive or interrogating you will find they are very engaged in the conversation and will walk away thinking you were one of the best conversationalists they have ever encountered even though they did most of the talking.

And in this way you will find each and every conversation is a way to learn something new about the world, something new about another person and a fun way to add to your wisdom of the world.

Seek first to understand, then be understood.

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Starting A New Chapter Today, Shooting The First Interviews For Founders RAW

FR iconToday marks a new chapter in my life and I am excited to start sharing more about what we are embarking on here in Seattle.

Today, we are shooting what should be the  first of many conversational interviews with local startup founders for our new concept called Founders RAW.

What is Founders RAW?

Founders RAW is actually an experiment. As founders of an early stage startup we quickly realized how difficult starting a company can be. And being part of the larger startup community in Seattle we discovered we weren’t alone in our crazy, mind-blowing experiences – apparently others have them too. The idea started to form once we noticed the frequency of finding ourselves 30 minutes deep in truth sharing and wisdom dropping conversations with founder friends. We wondered if others would be interested in what we have learned, so we figured why not to bring a camera. I guess we’ll see what happens.

Founders RAW a video blog with conversation style interviews focused on bringing out raw stories early stage founders experience in their rough and tumble entrepreneurial journeys. We invite founders to talk openly over a beer or a coffee about the “truth” of how they survive and grow their companies. We post the full conversations on the blog but really, who has time to watch 45 minutes of video? So we slice up the conversations and post nuggets each day as well as send out daily videos no more than 3 or 4 minutes long to blog subscribers. Now we all can receive daily nuggets of the entrepreneurial truth.

More work still needs to be done on the site and the current video posts are just test/fillers, but I am sure you get the idea.  We’ll be updating it soon and you should start to see high quality conversations showing up as the weeks go on.

My first guest – the one and only Nate Martinez, who is my cofounder on the project with me.  We’ll be chatting about our entrepreneurial experiences as well as why we decided to start Founders RAW in the first place.

Since this is new territory for us I have no idea the turn around time for us to get the content uploaded onto the site, but stay tuned.

If you know of anyone who has an interesting and entertaining entrepreneurial story to share, please let me know and I’ll reach out to them.