In the sales industry, we have to be constantly talking to people. Of course, not all of us know how to eloquently talk about our business. F.O.R.M. is a great outline to use when conversing with a prospect.
Most people love to talk about their family, their occupation, and what they do for fun. The F.O.R.M. method is simply asking questions about those 3 things — number 3 being recreation — leading to a conversation. “Message” is when you casually pitch them your product or opportunity, using what you’ve learned from F.O.R. For example:
Family- “So how long have you and your wife been married? Do you have kids? Really? My son is the same age.”
Occupation- “I’m just curious, what do you do? How long have you been working there?” Most people will then ask you the same question. Make it brief, and avoid saying too much about your business. Don’t jump the gun and attempt to recruit them.
Recreation- “What do you do for fun around here? Do you watch (name of TV show)? Do you like to (name one of your hobbies)?”
Message- “Well, Michael, I have to go now. Oh, by the way, you mentioned that you’re having trouble paying for (their child’s name)’s college. Would it be okay if I help you with that? Here’s my card. You said you’re good with the internet, so I figure this work will be simple for you. If you have any questions, I’ll be free at 7:00pm tonight.”
It goes without saying that you should be listening more than talking. The other person will likely leave clues in their answers that will help you learn whether you can help them.
Make a nice day!