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 F.O.R.M method – Family, Occupation, Recreation, and Money (or message).
The reason the FORM method was implemented is often times we know what MLM prospecting is but we may not know how to do it. When I say that I mean you may be asking yourself, “What do I say to people?”
When you are approaching your hot and warm markets, it’s no problem starting a conversation with them since you already have a rapport with them. When you are around your cold market, you may find this a little more challenging.
One strategy that most network marketers are you using to break the ice with the cold market (or in some cases, they’re warm and hot market) is the FORM method of prospecting.
Implementing the FORM Method
FORM is an acronym for Family, Opportunity, Recreation, and Message. The purpose of this is to have a smooth transition to introduce your opportunity. Many people find it very awkward to bring up their opportunity during a conversation because they don’t know how to.
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.
In general, people enjoy talking about things that are close to them that they love. After an introduction or an initial greeting, you may ask the following questions pertaining to Family (the first letter using the FORM method).
- How many children do you have?
- Where are you from?
- Are you married?
- Are you familiar with the neighborhood?
- Are you a homeowner or renter?
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.
Next is Occupation. If they opened up to you about their family or neighborhood etc. They most likely have their “wall” down.
- What do you do for a living?
- What don’t you like?
- How long have you worked there?
- Is it stable?
- What do you like about it?
- How do you like your job?
- How many hours per week does that require?
- Is it your final stop or a stepping stone?
From this information you may find out that you both have the same things in common.
You may have thought about pursuing their profession in the past. You can also ask them what made them choose that line of work. This will ultimately open the door for you to tell them what you do (At this point you can tell them about your opportunity if done properly).
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 schedules? More importantly, would they enjoy being able to have a little more time to focus on doing those things that they love to do?
Recreation is next. People also love talking about what they like to do, what they want to do, or what they’re going to do. The transition from what they do for living to:
- What do you do in their spare time?
- What activities are your kids in?
- Do you travel?
- Do you have suggestions on where I can take my children for fun?
- What is there to do in the area?
- Do you play any sports?
- How often do you get a chance to do these things?
- What are your hobbies?
- How much TIME do you have to do these things?
The final step of the FORM process is to find out what drives them and what is 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.
Money is next. This determines what kind of life or living a person has. This also may determine the level of freedom they have. You may ask questions such as:
Do you have money saved for college?
Are you happy with your salary?
How hard is it for you to invest to save enough for retirement?
Do you think you’re paid fairly?
Some people would tell you that the last “M” in the FORM method stands for Message.
So if you focus on their message, this is where you find out what drives them. Ultimately ask them if they didn’t have to work every day OR if time and money weren’t an issue what would they be doing right now. Also, what would they do with their time?
Many would say they would spend more time with family, more vacationing, build a vacation home, etc. By now you would’ve gathered enough information to know how you can help a person with your opportunity.
By this time you would be able to process how your opportunity can help them in their personal situation. At this point you can:
- Schedule a meeting
- Give them your card
- If time permits show them your opportunity right then and there.
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 potential business partners. 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 share your opportunity and close the sale accordingly so that they can change their lives 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!