If you resist hard-sell methods or don't know where to start, then take heart – what you’ve been looking for is right here.

Have you noticed how people pretend to listen? They nod their head and murmur, "a-huh" but the truth is they are not paying much attention to what you are saying.

If you've visited my articles or read one of my articles in the past, then you know I recommend being very careful about describing what it is you do too soon or in too much detail. Why? Because "It is not about you, it's about them".

When you make "it about them" you are only talking for a sentence or two, and then asking another question.

Here is a framework that works: You are either ASKING a question or SUMMARIZING what the person just said.

Being asked to describe what you do on a first meeting is a trap! Do not fall into it. The person asking you may seem like they really want to know more. But their curiosity will quickly be extinguished if you talk for more than two sentences.

If you want to talk a bit about what you do, ask permission first. Simply ask "May I spend a minute describing how my service works?" You are likely to receive not only a yes answer, but the person's full attention. Permission always builds trust, rapport and respect.

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 describe how your service works but leave off the result they get from hiring you, then you will lose their interest before you even know it. Most entrepreneurs - especially Personal Chefs - spend far too much time describing how their service works, and not enough time stating the result to the client in hiring them! For example, describing the specific process of having you cook for them is not benefit oriented; it's all features. People don't really care about the process (even though they ask about it) until they hear how your service is going to take the cooking load off of them, or help them with a special diet, or...you get the idea.

Creating Action This Week

Practice the framework by either asking a question or summarizing what the person said. Do this with two different people each day and notice the response 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?

Kendall SummerHawk specializes in helping entrepreneurs who love what they do but wish marketing would just "go away"! Kendall is the developer of the Be Yourself Marketing(tm) program and the Marketing Makeover Kit. Read more about how the Marketing Makeover Kit has helped hundreds of entrepreneurs - and many Personal Chefs - easily fill their cook days on Kendall's Web site. Visit www.kendallsummerhawk.com.