Tips in Prospecting: Be Friendly / FORM Method Tips in Prospecting: Be Friendly Smile and initiate the conversation. Never wait for the fish to come to you pond; you go to the pond where the fish are. Use the FORM Method. F.O.R.M F - Where are you From? • Ask the person to tell you where they live. • Ask leading questions like: Are the schools good there? and Do you like the area? • F is also for Family. Try to find out if the person is married, single, or has children. O - What is your Occupation? • Ask the questions like: What do you do for a living? or Whats your profession? • You can also ask if they like their job. Find this out by saying, I bet you really enjoy your work. If they dont enjoy it, they will usually let you know. • It is just natural for them to return the same question back to you. This will now give you the perfect opportunity to share what you are doing, but keep it short and brief. Your goal is to just get their numbers and set a future appointment. Remember: Your goal is not to present, just to prospect! R - What do you do for Recreation? • What does the person really enjoy doing? They may not have the time to do these things, but find out what really excites them. • Then try to tie up what they love to do to with how the opportunity can help them do what they love. M - is for Money • Find out if the person is interested in starting a business of their own. • you can also ask: Do you know of anyone who might be interested in starting a business of their own?
Posted on: Tue, 21 Oct 2014 13:01:08 +0000
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