Learn how to compellingly answer the (very) common question "who are you and what do you do?"

1. How to stand out
when answering the question:
“Who are you and what do you do?”

2. What we’re going to cover:
• The quick-and-easy 3 essential elements of
answering “who are you and what do you
do?” in a compelling manner
• Why being all things to all people means
you’re nothing to nobody
• The one biggest problem in standing out that’s
easy to fix
• How to stand out when you’re an introvert
• How to make people think you’re fascinating.

3. “What do you do?”
• I work with (insert your ideal clients) by (insert
a couple of words describing the big picture of
what you do) so that they (insert concise
description of the benefits your ideal client
wants to experience that your business
delivers).

4. “What do you do?”
• “I work with yoga and wellbeing professionals
through marketing and communications
training and coaching to enable them to
magnify their impact and thrive in business.”

5. “What do you do?”
1. Your ideal clients (specific, concise)
2. Broad modality (not too ethereal or complex)
3. Main benefit/s or outcomes of what you do
4. ….and (bonus points), an engaging question
back at the person

6. Being all things to all people
• Broad
• General
• Wide appeal

7. Generic
Invisible
Unhelpful
Ineffective

8. The one biggest problem (easily fixed)

9. Ode to introverts
• Shyness is overstated. People often say they’re
shy, when actually:
–They aren’t good at small talk, or
–They don’t tolerate fools well, or
–They are put off by showy, pushy or
egotistical people, or
–They don’t think they’re interesting enough.

10. How to stand out as an introvert
• You need to be interested, not interesting.
• Ask the first question. Listen for clues – ask
more questions to follow these up.
• You hears lots of interesting stories and gains
insight into the person’s ‘pain points’ which
they can follow up on later. It’s far easier to
sell to a want/need than to make a cold call
with no information on the prospect.

11. Face-to-face networking
• Always take a business card.
• Always follow up – email is best.
• One solid connection is better than 20 superficial
ones.
• Networking is an attitude of service – you are always
on the lookout on behalf of your network.
• Make it easy for people to help you. Ask for specific
things they can easily do for you. People like to give,
so give them this opportunity.
• Don’t keep score. Networking is not a balance sheet.

12. Being fascinating
• We are all fascinating. We all have fascinating stories.
• Our stories don’t need to follow the typical narrative.
• We need to pick and choose those stories which speak
to our ideal clients while communicating our value,
uniqueness and benefit to the listener.
• Being fascinating is about TWO people, not one. So
cater your message to your audience.
• A little bit of vulnerability goes a long way by making
you relatable.
• Being disagreeable is fascinating. Strong opinions are
fascinating. Being brave is fascinating.

13. Next free training for 30 Steps
• Tuesday, June 18 at 7pm.
• In the meantime, check out
YogaReach.com.au/30-Steps
• Bonuses will go up shortly for early sign ups
• Registration opens June 30 (end of FY).