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# Real-world positioning test — Kelford Labs Daily
- URL: https://kelfordinc.com/real-world-positioning-test-kelford-labs-daily/
- Published: 2025-08-14T10:23:25.000Z
- Updated: 2026-01-27T12:46:09.000Z
- Description: Do they ask follow-up questions?
- Author: Joel Kelly
- Tags: clarity, Daily Labs, different, failure, position, specific

If you’re a communicator who hates networking, I might know why.

It’s because you’re getting conversationally ghosted when you tell people what you do.

What [usually happens to communicators](https://kelfordinc.com/better-to-be-different-kelford-labs-daily/) (like creative professionals, consultants, and advisors) is:

- They’re at a networking event.
- They awkwardly strike up a half-hearted conversation with a stranger.
- The stranger says, “What do you do?”
- The communicator says, “I run a marketing firm.” Or: “I’m a strategy consultant.” Or: “I’m in PR.”

**And then the stranger says, “Oh, great,” and they either walk away or you suddenly find a reason to head toward the bar or food table.**

If nobody asks you a follow-up question when you say what you do, you’re not talking about it the right way.

Your “elevator pitch” needs to be compelling and interesting.

Which means it needs to be *specific*.

Try this instead:

- Stranger: “What do you do?”
- You: “Basically, I teach people to talk for a living.”
- Stranger: “What do you mean?”
- You: “Well, I focus on doing x, y, and z for \[very specific audience\]. So, really, that means I teach people to talk for a living.”

**I'm going to a networking event this week and what I intend to say is:**

Me: “I show [communicators](https://kelfordinc.com/what-it-took-me-500-newsletters-to-realize-kelford-labs-daily/) the way to always knowing what to say.”

Stranger: “Oh, what does that mean?”

Me: “You know how professional communicators have such a hard time writing their own websites, working on their own ads, or talking about their value? That’s because no one can do it alone. Their own clients know that. So I show communicators how to demonstrate their value at a distance, so they always know what to say, in any situation.”

So, what do *you* say when someone asks what you do?

Do they ask any follow-up questions?

**What could you say instead so that they *do*?** 

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*Reply to this email to tell me what you think, or ask any questions!*

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[***Kelford Inc.***](https://www.kelfordinc.com/) ***shows experts the way to always knowing what to say.***