Within the world of network marketing, it can be very easy to think that you have to be the best salesperson in order to make a substantial living. That is not the case whatsoever. Studies have actually proven that you primarily have to be a great listener and overall conversationalist, able to influence your prospects to open up to you – even if they are complete strangers. This can be done much easier than you might realize simply by following the FORM method – Family, Occupation, Recreation and Message. How so?
There are not very many people that do not enjoy talking about their families. Think about the number of people that carry around photos of their family members in their wallets, eagerly waiting for the opportunity to show them off. In order to use this part of the FORM method to your advantage, get them talking about their family and share just a little information about yours to break the ice and build that rapport.
Do not hesitate to ask your prospect about what they currently do for a living. They would already have their defensive guard down since they opened up to you about their families. Now, you can start to get to the root of that flower by getting them to spill the beans about their job – especially when it comes to the best and worst parts of their occupation. Once you have done that, they will naturally want to know what you do – which will create a door of opportunity for you to slide in right away.
No one likes to talk about their jobs all day, especially since they spend so much time throughout the week actually doing their jobs. Therefore, you definitely want to make the transition away from their occupation by talking about what they enjoy doing in their spare time. What do they do when they are away from the office just to unwind and relax? How much time do they get a chance to engage in those activities, especially with their busy schedule. More importantly, would they enjoy being able to have a little more time to focus on doing those things that they love to do?
The final step of the FORM process is to find out what drives them and what is the most important to them. For example, if they did not have to go to work every day, what would they be doing with their time? More than likely, they will either say that they would spend more time at home with their families or engaging in their favorite forms of recreation.
The Next Phase
Following the FORM method provides you with all of the information that you will need to change these potential MLM prospects into moneymaking recruits. You will already know about their families, their jobs, what they love to do and what motivates them to do it. Use this information effectively to pitch the presentation and close the sale accordingly so that they can get to work as soon as possible.
It’s Your Turn!
Do you use FORM in your business? How has it worked for you? Please leave your feedback in the comments section and I look forward to reading them!