Comments on: How to Translate What You Do Into What’s In It For Others

By: @JoshHurlock

@JoshHurlock — Fri, 08 May 2009 08:44:33 +0000

Thanks for the post Liz and Dan. The key is to get to know the client and not go into the business relationship blindfolded. Simplify how you normally talk so that anyone can understand (ex. medical field), be authentic (be yourself) and provide great value.

By: Dan Schawbel

Dan Schawbel — Thu, 07 May 2009 16:11:11 +0000

Maria, thanks for the comment. If you have a contact within that company, it’s easier to find out. It get’s more challenging if that information isn’t revealed on the web too.

By: Dan Schawbel

Dan Schawbel — Thu, 07 May 2009 16:10:32 +0000

Stuart, great response to this post. I think doing a lot of research before you go on a client call is the right way to go about this.

By: Social Marketing

Social Marketing — Thu, 07 May 2009 15:16:15 +0000

Great, great tips. This is often the biggest challenge for individuals and businesses — understanding what your audience/prospect needs/wants and what they perceive as value — super tips to get started in doing it right

Maria Reyes-McDavis

By: Rob - ResumePro Plus

Rob - ResumePro Plus — Thu, 07 May 2009 15:05:22 +0000

I’ve often counseled saying “people don’t give a hoot about what YOU want or what YOU’ve done or where YOUu’ve been unless it relates DIRECTLY to them. That is to (also) say that people hire for purely selfish reasons: ” What are you (candidate) going to do for ME and MY quality of life?”

I often see objectives on resumes that read something like this:

Looking for a growth opportunity in a growth organization that will utllize my skills and abilities…” or some form of the same. WHO CARES?! If you left that off objective the resume is it then implied that your interested possible in a “non-growth situation and organization that has no use for your skills and abilities…”? Consequently, you’ve said nothing.

Clearly, an objective opening statement on the phone or in a letter of introduction can set down the foundation for what it is you can do FOR THEM; and better ensure you capture their interest. Do your research. Find out what’s on THEIR plate and direct your objective and subsequently your “elevator speech” et al to matters that matter. People hire for purely selfish reasons! … and it’s a good thing they do. If it’s for reasons that are good for them and they are in a hiring position, they are reasons that are likely also good for the organization, right? I mean who would want to work for an organization that hires the wrong people?

Just some thoughts…Hope they helps
YT,
RT

By: Greg

Greg — Thu, 07 May 2009 14:27:53 +0000

You always have to see things from their point of view. And that is something that is really difficult for some people to do because it takes slowing down and thinking outside of their environment. It is also about selling yourself which some people struggle with due to issues relating to self confidence. If you aren’t confident in who you are and what you can do then you aren’t going to be able to convince someone else of those things.

By: Stuart Foster

Stuart Foster — Thu, 07 May 2009 13:55:01 +0000

I’ve been struggling with this myself. I feel like occasionally I slip into Mandarin Chinese during a meeting with a client. The things that come second nature to me don’t always resonate with the client, I need to put it into their language for them to grasp just how much it could help their businesses.

By: Adam PIeniazek

Adam PIeniazek — Thu, 07 May 2009 12:39:26 +0000

Great tips. I’m currently tweaking our web page’s copy with a focus on our brand and how we help others and these tips will come in handy. Especially like “Focus less on what you do and more on what your target market gets”, telling people what they’ll receive as a benefit seems to be a much more effective sales pitch than telling them what you do.