Veterans Business Resources

a portal for all Veterans and SDV Small Business Owners

“So, what do you do?”

Recently, while attending the 6th Annual National Veterans Small Business Conference and Expo in Las Vegas, I overheard one gentleman pose that exact question to another gentleman.  “So, what do you do?”  A large group of travelers, Veterans, prime contractors, government employees and various staff members were all standing in the check-in lines from Hades!  There had to be 8 to 10 different check-in lines each about 20 people deep that Monday afternoon at Caesars Palace.  Probably 99% of the people in those lines were all too familiar with the “hurry up and wait” practice, so we were not stressing.  As a way to pass the time while we patiently waited, many people engaged in light casual conversations.  You know, the customary pleasantries, “How are you today?  Here for the conference?  How many conferences have you attended?  Where are you coming in from?”  I normally would not have paid much attention to casual conversations around me as I don’t make a habit of listening to other people’s conversations, but this time was different.  This time I heard that million dollar question that immediately made my mental alertness antenna go up.  “So, what do you do?”  

One gentleman served up the one question that everybody small business owner attending that conference was dying to have someone ask them, “So, what do you do?”  It is important that we have someone, especially someone with “final decision authority” ask us that question.  I have no idea if the man asking that particular question that particular Monday afternoon in Vegas was the “final decision authority” for his organization, but it should not matter.  It should not matter because our response should be the same no matter who asks that question and it should be so powerful, so polished, so practiced and so well delivered that the person asking the question immediately follows up with “Really, tell me more.”  “Really, tell me more” – “Really, tell me more” – how sweet does that sound to you?  When your shot group is tight, it sounds like opportunity!  

Really, tell me more provides the perfect opportunity for you to now deliver that equally powerful, equally polished and equally well practiced “Elevator Pitch.”  We must be fully prepared to violently exploit and execute against that opening, that potentially golden opportunity.  OK, maybe “violently exploit” was a bit excessive for some of our readers.  The point is we must ALWAYS be ready because we never know when or where opportunity will present itself. 

If you are not now as good as you want to be or as good as you know you need to be – PRACTICE.  If after you practice, you discover that you still slip up from time to time – PRACTICE SOME MORE.  If after you’ve practiced some more, you discover you’ve gotten better but you’re still not 100%, PRACTICE EVEN MORE.  Keep going, don’t quit, don’t you ever quit.  It ain’t over ‘till YOU win!  

See you on the high ground!                   

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Filed under: Getting Started

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