In my work, my favorite toys to play with are these three questions.
1. What do you do for a living?
2. What business are you in?
3. Who pays you?
There is sooooo much information that can be gained from the answers to just these three questions.
It would surprise you how many really sharp business people struggle to answer these questions.
QUESTION #1
If you’re typical answer to that question does not address what problems that you solve then your typical answer is not complete enough to sell.
QUESTIONS 2 AND 3
If you are in a business where you secure clients then your real business is “THE CAPTURING AND KEEPING OF A NEW CLIENT BUSINESS” you provide them a service but your real business is still “THE CAPTURING AND KEEPING OF A NEW CLIENT BUSINESS”
Your CLIENTS actually pay you.

Here is the formula for you to craft your great answer to that question.
Step#1
YOU KNOW HOW…
This is your opportunity to introduce a problem that you and your service solves.
Step # 2
WELL, WHAT I DO IS…
This is your opportunity to introduce yourself as a solution to the problem.
Step # 3
SO THAT THEY CAN…
This is the most important part of the answer. This is the big payoff of working with you.

Watch this Six minute and 24 second video and have this question conquered for the rest of your life.