I see all too often Network Marketers who are so desperate to get a sign up or a customer into their business that they accept any and every one without ever getting to know the person and see if THEY are a good fit for your business but even more importantly, your team.
Not only that, but another showcase of desperation is when marketers don’t take the time to get to know the person at least a little bit… they just start ‘throwing up’ all over the other person about their business.
One way to show yourself a true, professional marketer is through something called FORMING or FORM. This is an acronym for:
Motivation (some say Money)
When you FORM a prospect, you are getting them to open up about their favorite topic… THEMSELVES
And this is the opportune time for you to be taking notes (either on paper or mentally) so that you can utilize what they say in your marketing to them. For example…
“Do you have any children?”
“Yes I have two children”
“Oh nice! How old are they?”
“7 and 16”
“What great ages! I have two boys who are 14 and 17. The 17 year old is getting ready for college soon. Is your 17 year old going off to school soon?”
“Only if he gets a scholarship. Otherwise, he’ll be going to community college”
*** MESSAGE! ***
This is a clear indication that they may be having money issues and can be used as… “ammo” for lack of better term. Let’s go on…
“Oh okay. So what do you do for a living?”
“I sell cars”
“Oh okay… wow, you must enjoy doing that and making all that money, huh? lol”
“Nahh not really. It’s been really slow lately. Plus I’m always on my feet, standing around waiting for people to come in just to look around and then not buy anything or not get approved for one reason or another.”
“Sorry to hear that.”
“So how do you unwind from all of that? What do you like to do for fun?”
“Oh I love skiing, but don’t get to go very often due to work. But if I could, I would LIVE on the slopes!”
“Really? That’s interesting. I’ve never been skiing a day in my life… too scared! lol”
“Oh it’s really fun. You should go one day… they will give you lessons and make sure that you don’t end up going where it’s too advanced.”
“I may just do that, thanks! So what are some of your goals in life and how quickly do you feel that selling cars will help you reach them?”
“My biggest goal is to pay off my debt – student loans, etc. and perhaps send my kids to college. I’d also love to buy our own home someday. Doing what I’m doing now, it will probably take me about 10 years or more to get to where I need to be financially and that’s not guaranteed.”
And now you can ease your offer in there…
“Wow. Well, what if I could show you a way that you could reach your goals and THEN some a lot faster than in 10 years and without having to stand on your feet all day AND you’d be able to free up some time so you can do the things you love such as skiing? Would you be open to hearing a bit more?”
“Okay great!” (give the info and arrange the follow up)
See how that works?
Now there may have been a chance that this person did NOT open up as much or did NOT express and interest in which case you would just end the conversation (“Well, it was very nice talking with you, I have to run now”) and it’s on to the next person.
But FORMING is very important if you want to be able to pre-qualify people for your marketing tool(s) as well as your time to see if they are a good fit for what you have to offer!
Now having said all that…
I realize you and your team members are probably having massive success in your current business however; in the event that you are not and you’d like to take a look at a business where you can actually generate income for RETAILING and recruiting is optional, then I invite you to take a look at what I’m doing. Just click the link below for more information…
'Til next time... bye for now!
To YOUR Success,
P.S: Got a business you need more exposure to?
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helped me build a strong customer base and generate a CONSISTENT
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