Do any of you have friends or acquaintances that you haven’t talked to in a long time? Have you ever just thought about them and decided to call them out of the blue? Has anyone that you haven’t talked to in a long time just called you out of the blue? When they do, what do the both of you talk about?
Most people just want to catch up. They want to know where you’re living, how long you’ve been living there, what are you doing for a living, what do you do on the weekends for fun, how’s your family doing, etc…You just want to rebuild that connection with the other person and vice versa.
In network marketing this is basically a follow up. The problem is that most of us pick up the phone, call our prospects and either freeze up or go into a sales pitch.
If you do either of these two, then I would have to point you to “How To Win Friend’s And Influence People” by Dale Carnegie.
Now if you have read this book and you’re still looking for some type of guideline to follow, I found two rapport building tools that I stumbled upon that you can follow.
One is called FORM.
The most important thing about prospecting is your PROSPECT. You want to talk about the things that your prospect values the most which is usually Family, Occupation, and Recreation. Asking about the prospects family and where they grew up is a great way to start the conversation and spark interest.
Here’s example of one of the ways I start a conversation.
Hi, this is Sherman Smith from Mentoring For Free. We met over facebook the other day. How’s everything? Great!!! I just saw that you’re in Baltimore, MD. Did you grow up there? Do most of your family live in the area?
Once you build rapport the next thing you want to do is deliver the message. A great way to transition to the message is to say something like “The reason I called is because you asked about my opportunity” or “The reason that I called is that I remember you telling me that you were looking for other ways to make money.”
Another great tool to use is CAPI.
Common Ground is FOR (Family, Occupation, Recreation) and trying to find something in common with your prospect.
Next, after listening to your prospect, you want to affirm what they just said. For example, you may say something like “Ok, let me get this straight, you’re looking to make extra money because your job is making you take furlough days?”
Once you affirm what they were just telling you, a really important step is to ask for permission which is a step that a lot of people skip. For example “I have something that you may or may not be interested in. Would you like for me to share it with you?”
Last but not least is to share the information
The most important of these is to build rapport with your prospects by focusing on them to figure out if what you have may be what they’re looking for. This is an essential way to establish business partners or to have paying customers.
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If you want further information on the 4 personality types to better connect with your prospects plus more, then I recommend that you download and read the free ebook “Success In 10 Steps” by clicking on one of the links below.
To Your Success,