partners. One of their hardest working. Me!
The discussion is different and infinitely richer than the one I had the
prior year with the telecommunications company. It is the beginning of a
new relationship.
A week later the company calls DeWitt. They invite us back for more
discussions. Then a proposal. DeWitt ends up working with them until he
retires, eight years later. They are now my client. A client for life.
After that meeting, I was happy to carry DeWitt's bag wherever we went.
When someone says, “Tell me about your company,” get them to be
more specific. Ask, “What would you like to know about us?” Similarly, if someone asks you, “Tell me about yourself,” ask them,
“What would you like to know about me?” Suggestions for How to Use This Question
“What would you like to know about us?” When someone asks us a question, we rarely ask them to clarify exactly what it is they
want to know. Have you ever watched someone give a five-minute answer to the wrong
question—to a question they thought they heard but which wasn't actually asked? It's
painful.
Always clarify what the other person is looking for. If someone says, “Tell me about
yourself,” you could start with your birth—and talk for hours. Or, you could ask them
what part of your background would most interest them, and start there.
When to use the question When you are asked a general question that could potentially require a long
answer.
When time is short and you want to be sure that your very brief answer will be
right on target.
Alternative versions of the question “What part of my background interests you?”
“What aspect of that situation would you like me to focus on?”
“Before I answer that—have you had any experience with our organization in the
past?”
“What if I started by describing a couple of examples of recent work we've done
for clients like you?”
Follow-up questions “Does that answer your question?”
“Is there anything else you'd like me to talk about?”
