How To Approach People About Your Home Business

You have started a new home business.  Or perhaps you have been involved with a work at home business for some time now.  Are you getting enough people to purchase your products or join your business?  97% of network marketers out there would say, “NO”.

So what is going on?  One of the most common reasons for this is…the person is simply not interested in what you are selling.  But note how I worded that:  “…not interested in what you are selling“.  That one little word is where the bottleneck probably resides.

Generally, people do not like to be “sold” to.  How often do you hang up on a telemarketer?  People tend to avoid this like the plague.

Luckily, there is a solution.  If you haven’t read my previous post, “6 Steps To Inviting Prospects To Your MLM Opportunity“, that would be a good place to start.  Network Marketing guru, Tim Sales, has used these techniques for years, and has made a substantial living doing so.  What you need to do is find out what this person is looking for, and then your job becomes showing them how your opportunity can help them.

But let’s go just one step further.  How do you even strike up a conversation with someone you don’t know.  The answer is easier than you would think:  FORM.  An easy-to-remember acronym to get you through the first two steps of Tim Sales’ system:  meet and qualify.

F = Family.  Simply talk to the person about their family life.  Are you married?  Do you have any kids?  How many?  Do you have boys or girls?  You get the point.  But don’t stop there.  Relate to the person in some way.  If you also have children, for instance, mention that and establish a connection with the person.

O = Occupation.  Now you change topics and talk to the person about their job.  What do they do?  For how long?  What do they like about it?  Anything they dislike about it?  Of course, with the way the economy is nowadays, the person may be unemployed.  Not a problem…just ask about what they did do.

R = Recreation.  Find out about the person’s hobbies and interests.  Again, try to relate to the person in some way.  If they like reading, ask them if they have read anything interesting lately.  Share some books you have read in the past.  Or discuss your local sports team if you both share an interest.  Again, you are looking for a connection.

M = Money.  This can be a touchy subject, so keep the conversation fairly generic.  Rather than bluntly asking them how much they are currently earning, ask them where they see themselves in the next 5, 10, or 20 years.  Or if money weren’t an issue, what would they be doing?

The objective of the FORM method is not simply to gather information about the person.  Instead, all you are doing is having a pleasant conversation with someone.  As they become more comfortable with you, they will begin to open up and trust you.  And this is where you go for the kill, right?  Wrong.

When you get to the point where you feel as though the person is comfortable talking to you…you leave.  Yes, you read that correctly.  But here is the secret.  Before leaving, you ask if they would be open to taking a look at something that may get them whatever it is they are looking for.  Here’s an example:  “Tell you what Bob, I can tell you would like to spend more time with your family.  I don’t know if what we do with our business would be a fit, but it may allow you to do that.  I have to run, but would you be open to discussing it some more?”.

So as you can see, you end up building a relationship with this person, then provide them with a solution.  The fact that you are leaving takes care of any questions which may come up right then and there.  Plus, the person does not feel pressured, nor do they feel as though they are being sold to.

Keep the FORM formula in mind the next time you want to talk to someone about your home business opportunity.  With practice, it could become your most important tool.

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