While there are many keys to success in Network Marketing, one thing that cannot be overlooked is to build rapport with your prospect. What that means is that you are making a connection with the person. It means you have found some common ground with them.
You will have much better chances of success if you can find some way to connect with your prospect. Building rapport will either make or break the phone call.
Typically a person who is new in Network Marketing will call a prospect and immediately start pitching their business to them, the opportunity, the compensation plan, the features of the products and then wonder why people aren’t signing up.
You want to find out if they even have an interest in……. (click link below to Read More…) making more money, changing their lifestyle, or change something about the current situation they are in. If they aren’t interested in a change, then there isn’t much point in trying to share your opportunity with them.
We are looking for people who are looking for change in their lives, and they won’t come out and tell you that until you can establish rapport with them.
How do you do that?
Get good at asking questions. Ask lots of open-ended questions, which means questions that require more than a simple yes or no answers. When you can get the person to openly talk about their dreams and aspirations you begin forming a relationship.
When you ask questions you will begin to uncover things you may have in common. You can start with where they live, ask about their families, what their job background is, how the recent economy has affected them, what activities they like, whether or not they have had a home business before. Each one of these topics can lead to other questions as well. There are a whole host of other questions as well.
A common method for establishing rapport is the F.O.R.M. method:
F- Family – people love to talk about their families
O- Occupation- ask about the person’s job or career. Listen for clues that they may be looking for change
R- Recreation- what do they like to do for fun? Are there things they’d like to do but don’t have the money for it?
M- Message or Money- they may reveal to you that they don’t have the money to do the things they want to do.
One thing we are certain of is that people like to do business with people they know, like and trust. So when your prospect starts talking, make sure you actively LISTEN to the answers. All too often we think about our next question, when really we will benefit the conversation most if we listen to the other person’s answer and then react to it.
10 TIPS FOR BUILDING RAPPORT:
1. Mirror the person- match the cadence of their voice. If they talk slowly, talk slowly, if they talk in an excited tone, raise your level of energy, if they are a soft-spoken talker, match that. Last thing you need is to talk to someone with a quiet gentle soul and you use a tone that is aggressive and too high energy.
2. Look for common ground (use F.O.R.M. method above)
3. Be genuine and authentic
4. Don’t interrupt
5. Don’t finish their sentences
6. Smile- even on the phone you can almost “hear” when someone is smiling
7. Ask questions
9. Ask questions
Put the focus on the other person instead of yourself. Get good at asking questions. Be patient. The better you are at relationship building, the more success you will have in your business.