one of the most amazing things I have ever noticed with people getting started in business for themselves is they forget the simplest of all strategies in making money and that is building a relationship.
Mike and every key leader around the world that I know will always teach that relationships are key, but the question that will always come up is that on "HOW do I build that relationship, especially in this forum when I am only going to speak to the person possibly once?"
If you use the process I outline below you will have an open door to come back to them time and again and even get them to subscribe to your ezine or join your business.
It all comes down to TRUST. You may know that trust can be obtained quite quickly if the person you are speaking to feels as though you "TRULY CARE".
After 10 years of working in the Home Based Business Industry, holding training seminars in 5 countries and an organsiation in 12 countries I have found that it is always the same. People forget to be themselves.
I read this quote once and it has stuck with me:
"All things being equal people always deal with people they like, all things not being equal people will still deal with people they like"
So how do you get people to like you and then trust you? Yes it is a process...
Well there are a few very simple things you can do and learn that will give you amazing results and they won't even cost you a cent. Follow these principles:
Before you even pick up the phone:
1. Make sure that all distractions are taken care of, including emails, phones, children etc. All of these are a distraction and will draw your attention away from the person you are going to be speaking to.
2. Smile
I know this sounds funny however when you smile on the phone it does a couple of different things. First it puts you in a better frame of mind and second the person on the other end of the phone can feel it. 3. Make a decision that you like this person before you even speak to them and no matter what don't allow yourself to fall into judgment about them even if the call goes south. Remember that you are the person that has control over your emotions not some other person or outcome. As a professional when you can control your "personal state" you can control any situation, you will be the one that walks into the room and immediately you will know that you control the atmosphere. (I train a lot on this)
On the phone:
1. Learn a process called FORM. Now for those of you that have been around for a while, you will know this but for those that have not you will find this VERY BENEFICIAL. You will use it in every part of your life. It will help you in your personal relationships, your job and of course your business. These processes I recommend you spend some time working on.
DO NOT OVERLOOK THIS PROCESS IF YOU DO IT COULD COST YOU THOUSANDS...
FORM is an acronym and it stands for:
F = Family
O = Occupation
R = Recreation
M = Message (some people make M mean: Money or Motivation but for this purpose lets call it Message)
So what do you do with FORM?
Well you write down at least 10 questions on each letter that you can ask around that subject.
Example: for F (Family): Are you married, do you have kids, how long have you been married, how old are you children, what school do they go to, is it a good school. Working so long do you get to spend all the time you want to with them, where did you grow up etc etc etc
Now do this for each letter.
When you call the person you now have questions to ask and you are able to find a little about them.
What is the purpose of all these questions?
Well you are looking for a few different things:
1. You are looking for their strengths, the things they like the things they don't like, where they have need at the moment and how you can help them plus and very importantly you are finding out their personality type (but more on this another time).
2. You are creating what I call "An Eager Want". This is their personal need that sometimes gets covered over by the affairs of life. You are creating in them a realization that they need to get serious with their business as they have things in their life that need change...
3. You are building a Relationship. You see when the conversation focuses on them it shows that you are more interested in them than yourself. Let’s face it. What is the most important thing that we ALL want to speak about? It's ourselves isn't it!
Some good friends of mine, Brett & Deb Parker (major six figure income earners in our team) are amazing at this process. They are so good that they do it with out even knowing it. They are what we would call an "Unconscious Competent". People join them in thier business not because the product is so good but because of HOW they make them FEEL.
They are some of the top enrollers in the world.
Something to be careful of.
When you first start this process it can come across as though it is an interrogation so practice practice practice. I practiced on my children’s toys. (They all signed up
) Learning this process how allowed me to make over 1 million dollars so I can't emphasis it enough.Obviously a conversation is a two way street, make sure that you are allowing the other person to speak more than yourself.
If you use the FORM principle you will make new friends, build deeper relationships and make more money.
Keep an eye out for a bunch of articles I will be writing over the next few weeks that will help you
Remember that this type of information will only make you money if you put it into practice.
God Bless
James Hannan
http://www.workfromhomeaustralia.com
