As a senior the common question that is asked is, “What are you doing after college?” This is a slight variation to what we talked about in class today. Everyone is interested in “What do you do?” In the information age, it is very easily to be lost in the shuffle. When someone asks you what you do it is an opportunity to differentiate yourself from others. Each person has there own distinct attributes that make them unique and this type of question allows you to bring that to light.
The use of the 10 second hook is one to catch the reader just like a hook you would have in the beginning of a novel. By just saying your a generic sales representative you will elicit a response that sounds like “oh okay.” Or something very basic. If you put a creative spin to it though, it might cause that person to think about what you said and respond with a more engaging response. A lot of times it seems as if the “what do you do?” is more of a necessary question because you do not know know what to say to this person that you don’t know. This is an opportunity to give off a first impression and blow them away with a response they weren’t expecting to get.
Here are some general tips that can help you have a knockout 10 second hook:
- Say it with enthusiasm
- Change your tone of voice and pitch in order to show that this is a big deal. As we have learned in this class, its not only about the verbal communication but the non-verbal as well.
- Don’t become the center of attention
- This is why it is called a 10 second hook. There will be temptation to be personal and to go on and on about different stories about what you do. That is great all and there will be a time and place for that but don’t ramble. If you go too long you’re going to lose that person’s attention.
- Show you care
- As we have learned in class, empathy is a very important aspect of selling. The 10 second hook is important but it is just as important that you maintain a conversation. Allow them some time to comment, ask further questions, and let them get airtime to talk about what they do.
- No pain, no sale
- A common phrase we have heard in this class. There has to be a source of pain that allows that other person to say, “me too.” This builds a connection with the pain being in the middle of it. Without pain, there will be no sale.
BoweryJE22
I loved how you were able to relate the “what do you do?” question, to the college setting. I thought of the exact same question when this topic was brought up in class. I also enjoyed reading your four tips to knocking out a 10 second hook. Pain definitely does need to be addressed because without pain, the consumer has no reason to buy your product. I believe it is also very important to make sure that you aren’t the center of attention. There is a way to get to the point without talking the entire time. Draw their attention in and then let them carry conversation once this is done.
I really like the urge to not be the focus of attention. The customer or client you’re working with will be set at ease, and the pressure of keeping up a flow of conversation is no longer on yourself.