“What can you do for us?” is a request to hear your value in terms of their problem. A strong answer names who you help, what changes for them, and one reason they can trust it, in about three sentences. Then you stop and let them respond.
Most people answer with a list of activities, a résumé recital or a hopeful “whatever you need.” Each one leaves the other person to do the work of figuring out what you are for.
What is the Value Pitch?
We call this moment the Value Pitch. The Value Pitch is one of the 13 tests in the Access Test, the framework developed by Art of Charm co-founder Johnny Dzubak. It sits in the Value group, the tests about whether the other side can see what you would bring.
It can sound friendly or blunt. “What can you do for us?” may come from a hiring manager, a prospective client, a partner or a committee. Whatever the tone, the question underneath is: if we spend time on you, what do we get?
What is the person really testing?
- Outcomes over activities. “I run workshops” is an activity. “I help new managers hold their first hard conversations” points toward an outcome.
- Abundance over validation seeking. Do you answer from a settled place, or do you oversell because you need a yes? Relaxed, specific answers tend to read as having options.
- Strategic fit over self-promotion. Are you talking about yourself, or about their situation? The strongest answers sound like they were written for the listener.
They are also checking clarity. If you cannot say it simply, they may assume the work is also unclear.
How do I answer “what can you do for us?”
Use three parts: Who, Change, Proof.
- Who. Name the kind of person or team you help. “I work with small teams that ship late.”
- Change. Say what gets better. “I help them cut the handoff delays that stall projects.”
- Proof. Give one reason to believe it: a type of result you have seen, a role you held or a method you use. Only claim what is true and specific.
Then stop. As Brant Pinvidic put it on The Art of Charm podcast (Brant Pinvidic | The Art of The Minute Pitch), “when you learn to basically say less, you actually show your audience that you have more confidence, and that is compelling to people and it’s, and it’s real”.
What do weak and strong answers look like?
| Weak response | Strong response | Why |
|---|
| “I can do pretty much anything you need.” | “I’d start with the reporting backlog, since that seems to be slowing your team most.” | Everything sounds like nothing. A specific starting point shows you listened. |
| A five-minute walk through your whole career. | “Two sentences: I help ops teams cut rework, and I’ve done it in logistics and retail. Where would that matter most for you?” | Brevity leaves room for their input and signals confidence. |
| “I’m a hard worker and a fast learner.” | “I’m good at getting a messy process documented and running on a schedule.” | Traits are hard to check. Concrete strengths are easy to picture. |
| “Honestly, I’m not sure what you’re looking for.” | “Before I answer, can I ask what the biggest problem is right now? Then I can tell you where I’d help.” | Asking first is fine, as long as you then give an answer. |
How do I make my value into a statement?
Pitch coach Brant Pinvidic suggests turning a list of bullet points into statements of value, so “personal trainer” becomes a sentence about who the trainer serves. You can do the same. Write your role, then add the sentence that says who it helps and how. “Product designer” becomes “I’m a product designer who helps early-stage teams test ideas before they build them.”
What are some scripts I can use?
- Work event: “I help teams turn scattered customer feedback into a short list of fixes. What does that look like for you right now?”
- Client meeting: “From what you’ve described, I’d focus on cutting the approval steps first. That’s where your timeline loses the most days.”
- Interview: “The role seems to need someone who can steady the onboarding process. I’ve done that kind of cleanup, and I’d start by mapping where new hires get stuck.”
- Networking or social: “I help small businesses sort out their books so they stop dreading tax season. Do you know anyone who deals with that?”
Want to practice spotting the hidden tests?
The Value Pitch is one of several moments where a conversation quietly decides what happens next. The Access Test is a short video course, about 49 minutes, by Johnny Dzubak. It names 13 hidden tests in professional and social conversations, with a trigger phrase, what is being evaluated and a calibrated response for each. See how the Access Test works.
What order should my answer follow?
Pinvidic also describes a sequence listeners expect. They ask themselves what it is, how it works, whether you are sure, and whether you can do it, so answer in that order.
For a conversation, that means: say what you do, say briefly how, give a reason to trust it, then show you can deliver for them. Keep each to a sentence.
What are the most common mistakes?
- Starting with your history instead of their problem.
- Using jargon the listener has to decode.
- Overpromising to fill silence.
- Answering a question they did not ask.
- Talking for so long that the question gets lost.
- Skipping the ask. End with a question such as “Does that line up with what you need?”
How can I practice this week?
- Day 1: Write your Who, Change, Proof answer in three sentences.
- Day 2: Say it aloud and time it. Aim for under thirty seconds.
- Day 3: Tailor it to one real person or team you want to work with.
- Day 4: Practice with a friend who interrupts with “So what does that mean for us?”
- Day 5: Cut one sentence from your answer. Notice if it still works.
- Weekend: Review. Where did you list activities? Rewrite them as outcomes.
Where does this connect to other tests?
A value question often follows a request for your view, so see the Opinion Trap. If they push on why you deserve their time, read the Relevance Challenge, and if they ask for proof of past work, the Track Record Test is next. All belong to The 13 Access Tests. For presence while you speak, see our guide to executive presence.
What to remember
A good answer to “what can you do for us?” is short, specific and about them. Name who you help, what changes and why they can believe it, then stop. If you want help recognizing these moments as they happen, explore the Access Test.
