KEITH ROSEN: "So, what do you do?" Well, this question usually surfaces during the course of any type of social event or networking function. Now, most of the time how do you typically respond? That might sound like, "Well, I'm in sales" or "I'm a consultant" or "I'm a CPA" or "I'm an attorney." Well, at that point, if you're there to generate new business is offering what you say stimulate any new conversation or open up a dialogue? Chances are, it doesn't. Well, instead of going ahead and sounding like every other person there, create a laser introduction that's going to stimulate interest and open up a conversation where that other person you're speaking with is actually going to want to hear more about what you do. If I was to come up with a laser introduction about sales or executive coaching, here's what that might sound like. Let's say I'm talking to a sales manager, and he asks me, "So, Keith, what do you do?" Here's how I might respond: "Well, you know how a lot of times sales managers are struggling with turnover, focusing on the right activities that are going to produce measurable results which are going to help them reach their quota, while taking the time to balance all their responsibilities and still maximize the potential of their team through training and coaching? Chances are, most managers are going to respond with a resound yes. Once they do, I'm going to then respond to that yes with, "Well, what I do is, is work with sales managers to reduce their stress, help them balance their day, reduce their workload, while achieving the goals that they want." The response I'm going to hear from that point is, "Keith, how do you do that?" At that point I know my laser introduction worked, because now they are interested in hearing more about what I have to say.