Give a Level 2 answer to a Level 1 question.
A local bank shares their name with a large, well known, investment firm.
People constantly assume they’re the larger company.
“How can we stop people from being confused about our name?”
How about: Don’t mention the name of the bank. Instead, lead with what makes you different.
That blew their mind.
“We don’t have to say our name?”
No. No you don’t.
And it’s the same mistake so many professionals make with their pitch.
They create confusion by leading with the thing they share with everyone else.
“I’m a financial advisor.”
“I’m a consultant.”
“I’m a grant writer.”
These Level 1 answers are true, but they lump you together with lots of other people.
That’s why everyone with your title starts to sound the same.
Over the years, I’ve noticed that the strongest networking introductions move up a level.
They give a Level 2 answer to a Level 1 question.
For example:
Level 1:
👉 “I’m a financial advisor.”
Level 2:
👉 “I help newlywed couples plan for having a baby.”
Level 1:
👉 “I’m a consultant.”
Level 2:
👉 “I help tech companies get stalled projects moving again.”
Notice what changed.
The Level 1 answer describes the profession.
The Level 2 answer describes the problem.
See, your clients don’t wake up thinking about your profession.
They wake up with a specific problem they need to solve.
They’re wondering:
👉 Should we wait to have a baby?
👉 Why do we keep missing our deadlines?
Those are Level 2 concerns.
When someone asks:
“What do you do?”
they’re asking a Level 1 question.
But they’re really trying to understand:
👉 Who do you help?
👉 What problem do you solve?
👉 When should I think of you?
Those are Level 2 questions.
Most people answer the question they hear.
The people who stand out move up a level.
They answer the question behind the question.
And that’s why they sound different.
Because they stopped describing the category…
and started describing the problem.
Your Turn
Want to sound different from everyone else with your title?
Move up a level.
Outstanding lesson! So clear and direct that even a cave man could understand and implement it.
Thank you Alan!
Clarity often feels too simple.
But when it’s easy to understand, people remember you and send introductions your way.
Appreciate the feedback!