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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Ask The Right Question At The Right Time

There are certain moments, typically in business development conversations, when you sense the entire future of your company is resting on that exact moment in time.  You realize what you say next will either result in an affirmative commitment to your company or a “thanks but no thanks” response.

I just had one of those and boy and I glad I knew it was happening.

The conversation was with a self-identified skeptic for which they were asking why they should consider working with Seconds.  This individual was very cordial and nice, yet opened the conversation with an obvious “you’re behind the 8-ball” tone.  It was up to me to unravel where they were coming from, identify where we fill the gaps and bring them to a point where they wanted to work with us.

I learned (or maybe realized) a few lessons as we were working our way through the conversation towards an agreement.

1.  No is easier than yes

People are naturally programmed to say no.  You must work towards the yes, which requires taking that person on a journey through why they are better off with your solution than not.  Saying yes requires one to actually commit to something.  Saying no requires no commitment, thus it is the easier option.  Remember, most people are commitment phobes and would rather say no than have to stick to a commitment.

2.  Conversations turn with one question

As we worked through our conversation and they received answers to all their questions, it became apparent to me I needed to take control of the conversation if I was going to get a satisfactory outcome.  At one point they mentioned they were already working with a “somewhat similar” company, and asked why they should consider working with Seconds?  My response… “how’s that working out?” and then waited for the answer.  I followed up with “are they rolling out nationwide with your organization being the only organization involved, meaning your organization will be highlighted and singled out?”

At that moment, the conversation changed.  It became clear there was no logical reason for this person to say no and we started down a very positive brainstorm on how to make our partnership even better.

3.  People need to be led

What this really comes down to is the fact that most people just need to be led to a decision.  Since people are programmed to say no – even when yes is the better answer – they need to be led to understand why yes is the better answer.  This takes courage for sure, because going out on a limb and calling someone out can be risky, they might get upset and you might even lose the opportunity.  Yet, it may be the only way you earn a new customer or distribution partnership.

You can learn a lot from one conversation, next time pay attention to how you are handling the questions you are being asked.  You might just help them help you.