You know the question’s coming — at a conference, in a pitch, even over lunch:
“So… what do you do?”
Cue the awkward pause. You don’t want to ramble. You don’t want to sound like a walking résumé. And you definitely don’t want to come across as “salesy.”
Let’s fix that. Here’s a simple, effective way to answer this question with clarity, credibility, and confidence.
Step 1: Talk About Who You Help
Don’t start with your title. Start with your clients.
“I work with high-growth SaaS companies…” “I help national nonprofits…” “I advise real estate developers in the Southeast…”
This pulls your listener in and immediately signals that you know your market.
Step 2: Focus on What Outcome You Help Them Achieve
Your job title tells people what you do. But your value lies in what you make possible.
“…to scale with confidence.” “…maximize their impact.” “…avoid costly litigation and keep deals on track.”
People care about results. Lead with them.
Step 3: Add a Personal Detail (Yes, Really)
It’s not cheesy; it’s human. A quick, authentic detail makes you approachable and memorable.
“Outside of work, I’m usually on a boat – huge water sports fan.” “I love golf, even if the scorecard doesn’t always love me back.” “When I’m not advising clients, I’m hanging out with my rescue dogs.”
Step 4: Put It All Together
Here’s the full positioning statement:
“I’m a partner at Grant & Main. In my practice, I focus on helping healthcare providers in California improve patient outcomes and avoid compliance landmines. Outside of work, I’m a big basketball fan. I played in college and still hit the court when I can.”
Why This Works
This kind of answer is memorable because it’s not a monologue or the dreaded “elevator pitch.” It invites conversation. When you focus on who you help and what you help them achieve, people naturally respond with curiosity:
“That’s interesting. So how do you help hospitals improve patient outcomes?”
That’s your opening. You’re no longer selling. You’re educating.
Try This:
Write your own using this formula:
“I help [client segment] [achieve outcome]. Outside of work, [fun fact].”
Practice saying it out loud. Your future self will thank you at the next networking event.
