The FORM Approach
I always get the questions: What is your elevator pitch? What do you say to someone you just meet? How do you approach your prospects about your business?
I am not some weird guy that is just head hunting new distributors everyday. The right people will come into my path throughout the week on many platforms via the outside world, social media, daily errands I run, etc. I just F.O.R.M. my way through a friendly conversation.
- If I just meet somebody, I start the conversation after I introduce myself and we are finishing up with the opening of the conversation and I either ask about their F.amily or I talk about my family.
- Soon, I move into what they do for a living (O.ccupation). They might even ask about my occupation.
- Then I move into R.ecreation, what it is they like to do for fun. Maybe it's summer time and you are headed on a big boating trip with some friends. They might tell you that they have no time for that.
- Then you get into M.otives for introducing your business into the conversation.
At this point, if you have identified any motives, you can bring them to surface. For instance, maybe the person is married and hardly gets to see their spouse because they are always working. Here is an opportunity for them to meet new friends and build something together. Maybe the guy just got a pay cut at work and has been looking for some extra work. Maybe since they have to work so much overtime, there is no time for vacationing....EVER! Maybe the person is already successful, but loves challenges and succeeds in everything they do. Maybe the person loves helping people and loves philanthropic type businesses with non-profit organizations. There are a number of motives you can identify through the FORM method, to be able to introduce your business. Use it and if you come into a conversation where no motives are identified....hey you just made a new friend and they will all eventually come to surface. Plan another event with that person, like coffee or maybe an outing with the families. Be creative.
Calvin Becerra
