Positive payoff language creates enough interest that people ask the next question. And they don't self-select out. This worksheet walks you through the Next Question Test: Who, Get, Speed, and Check it. You write one sentence that names the person you help, what they get, and how fast, then you say it out loud to a real person and see what happens.
Use this when someone asks what you do and you reach for your job title. It also works on class names, program names, lead magnet titles, and the first line of a link or post.
The Next Question Test worksheet
Name the person you help, not your title.
Your title tells someone what you are. It does not tell them whether they are the person you are talking to.
Say what they get.
Lead with the payoff, not the process, the tool or the program name.
Say how fast, or how simple.
Add a time, a number of steps or a size so the payoff feels doable.
Your sentence
I help [who] get [what they get] in [speed].
Say it out loud to a real person.
Pick someone who does not already know what you do. Say your sentence and watch what happens next.
Before and after
What your result means
There are really only two reactions.
The next question. They say, "Oh, how does that work?" or "Wait, I need that." Your sentence works. Leave it alone.
The polite nod. They say, "Oh, that sounds great," and change the subject. A polite nod is not interest. It's a person being kind while they're exiting the conversation. Go back and find which of the first three steps you skipped.
A quick way to find the skipped step:
- They ask "Who is that for?" Go back to Who.
- They ask "What does that actually mean?" Go back to Get.
- They ask "How long does that take?" Go back to Speed.
One more check on length: could somebody else repeat your sentence on your behalf without needing notes? If they can't, it's too long.
Questions people ask about introducing themselves
How do I introduce myself without sounding like a resume?
Lead with the person you help instead of your title. Your title tells someone what you are. It doesn't tell them whether they are the person you're talking to. Add what they get and how fast, and you have a sentence people can respond to.
Should I keep a clever name for my class or program?
I used to write alliterative names for classes at real estate brokerages, and attendance was low. When I started leading with the payoff of the class and the tool or focus I was using, the rooms filled. Your ear is not the judge here. The next question is.
How long should my introduction be?
One sentence. If you need a lot of punctuation to get through it, it's too long. The test is whether somebody else could repeat it for you without notes.
Can I use AI to check my sentence?
Not for the last step. Don't count your AI as a real human. The check only works on a person who doesn't already know what you do, because you are watching for the next question or the polite nod.
What if I only get a polite nod?
Take it as useful information, not a verdict on you. The nod means one of the first three steps got skipped. Go back, rewrite, and test it on someone new.
Go deeper: hear the full story behind the test
In Episode 39 I tell the story of the class names nobody signed up for, and how leading with the payoff changed the room. Listen to Say It Plainly.
https://jesswebber.com/bigideasmadesimple/explain-what-you-do-plainly
Related
Episode 34: They Don't Need All of It https://jesswebber.com/bigideasmadesimple/simplify-what-you-teach
Episode 30: The Last Word Rule https://jesswebber.com/bigideasmadesimple/last-word-rule-over-explaining
Lead Magnets Made Simple class replay https://jesswebber.com/leadmagnets
Big Ideas Made Simple is a decision-making podcast for fast thinkers who are tired of hiding behind hustle and perfection. Hosted by Jess Webber. New episodes weekly at bigideasmadesimple.captivate.fm.
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Still getting the polite nod? Get one idea like this each week.
Each week I send one idea, the story behind it, and the new Big Ideas Made Simple episode, usually with one thing to try.
