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 maybe 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 cold market (or in some cases they're warm and hot market) is the FORM method of prospecting.
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.
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).
Many people enjoy talking (bragging) about themselves. Also most people enjoy being helpful. You can ask them for information about their neighborhood, asked for suggestions on which neighborhood is best for kids, family, safety come Etc.
Next is Occupation. If they opened up to you about their family or neighborhood etc. They most likely have their “wall” down. Ask him
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).
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. Transition from what they do for living to
Money is next. This is 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:
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:
If your not actually showing them the opportunity, you don't want to spend a lot of time explaining it and answering questions. The purpose of this is to get the information to qualify the prospect.
Either way leave them with something that represents you or your company. For example a magazine, DVD, CD, business card, etc.. That way when you part ways (if they don't make a decision at that point) they have something to refer back to.
Now keep in mind the materials you give them may end up collecting dust or end up in the trash. However if it ends up in the right persons hands you need them to know where to contact you.
The FORM method works, however it takes practice to become fluent while doing this. If you practice this daily, it will come across naturally.
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