Well done! Your answer was short and benefit-oriented. You then immediately turned your attention back to them by asking permission to continue asking questions.

The example I gave was purposefully vague. You are welcome to beef it up (although I am a long time vegetarian, somehow phrase 'tofu it up' doesn't have same emphasis) to fit your specific service. However, do not, under any circumstances, fall into trap of talking about process. Hearing, "How do you work?" invites a process answer. Resist. Answer it as if you were asked, "What result will I get from hiring you?"

After all: It's Not About You, It's About Them.

Now it's your turn!

If you do receive permission, keep what you say to just two sentences. Practice saying in a nutshell what it is you do, using benefit-oriented language. If you are describing how your career coaching service works without adding on result person gets from hiring you, then you are violating their trust! Most entrepreneurs I talk with spend too much time describing how their service works and not enough time stating result to client in hiring them. Creating Action This Week: Practice rule of thumb by either asking a question or summarizing what person said. Do this with two different people each day and notice responses you get. Did it leave people curious and refreshed from talking with you? Did they think you were a good listener? What did you have to do to remind yourself to ask more questions?

Now it's your turn!