The most important element in creating success within your business is how you create and cultivate relationships with your potential clients. Some basic ways to create successful relationships with clients include honoring people, showing genuine interest in others, being a good listener, using words of encouragement and using their name within the conversation. Another very important key to relationship marketing is your non-verbal communication which equates to 93% of all communication; it is not what you say but rather how you say it.
So what is the best way to talk to people? It comes down to really getting to know who they are and what makes them tick. One of my biggest mentors, Dani Johnson who wrote the book, First Steps to Wealth says when people know you are interested in them as people and not as another statistic in your sales book – they are going to trust you and want to hear what you have to say. Dani has an excellent technique, that I wanted to share with you as it has helped many of my clients in their businesses as well as guided my own personal business strategies. This technique will help you build long lasting relationships with your clients and increase your sales; the technique is called FORM.
When you get people to start talking about themselves and the following topics watch miracles appear!
The basis of FORM is to learn as much as you can about the other person, see how to work the formula below.
“F” stands for family: Ask them where they are from, are they single or married, do they have any kids, what do they like to do, how long have they lived in the area and do they like where they live.
“O” stands for occupation: Ask them what they do for a living, how long they have been doing it, what do they like about it, what do they do not like about it, how did they get started and if they could change anything in their profession, what would it be.
“R” stands for recreation: What do they like to do for fun, how often do they get to do it, how did they get interested in that particular activity and who do they like to do it with.
“M” stands for message: You then want to share your message after you find out all about them and then introduce them to what you do and what you offer. The goal is to put the focus on the other person and to take the focus off you in most situations.
Have fun with FORM! I would love to hear below any other suggestions that have worked successfully for you in your business! Leave a comment below!
Kelly Lynn Adams is a featured Business Maters contributor and her purpose on this earth is to empower, motivate, and inspire women to live the BEST life possible, to achieve their maximum potential. For more about her click here for her full bio and all of her articles! read more →