F.O.R.M.
One of the most common mistakes I see made in network marketing is what I call the "vomit technique." A new network marketer learns about their company and products and then excitedly vomits that information on a prospect. This not only confuses the prospect, but the hype turns them off. The better approach is to ask questions and find hot buttons. Then present the appropriate information. The results are always much better.
Unfortunately, most people like to talk more than listen. I believe that God gave us 2 ears and one mouth for a reason - listen twice as much as you talk. To help you learn to ask more questions, I'm going to give you a simple acronym - F.O.R.M.
The "F" is for Family. Ask your prospect about his/her family. Talk about the kids. Discuss family goals. Ask if he/she has as much time with the family as they would like. Talk about vacations, their home, vehicles, college, etc. If they mention that they haven't had a vacation in a long time, that they work long hours and don't get to spend time with the family or that they don't know where the money will come from for college, then you've got a hot button.
The "O" is for Occupation. Ask about their job or business - how is it going? Any downsizing going on? Merger or buyout possibilities? Long-term viability of their job? Making as much money as they would like? If they show some doubt about their job or make comment about the lack of money or the amount of stress, then you've got a hot button.
The "R" is for Recreation. Ask about vacations, hobbies, golf, boating, bowling, etc. If your prospect complains about lack of vacation time at work, lack of money to take a vacation or lack of time to really enjoy any outside activities, then you've got a good hot button.
The "M" is for Money. Talk about the insecurity of the economy and social security. Ask what they are doing to prepare for future retirement. Ask about investments. Ask what they do with spare money each month. If they complain about not enough money or concern over their ability to retire some day, then you have a hot button.
F.O.R.M. makes it easy to remember, but you don't have to ask questions in order. You may find yourself flipping around. My suggestion, the first few times, is to write a series of questions. That way you have a good start and if you get stuck, you can refer to the list.
By asking questions, you uncover needs and wants. Once you have uncovered your prospects needs and wants, you can then present information about your company, products and opportunity that will fulfill those needs and wants. You will be amazed at how receptive they will be to what you have to say.
