This section should help you and your team utilize the “FORM” method effectively in their networking efforts.
Building rapport is essential in network marketing, especially when using cold messaging. The FORM method is a simple yet effective framework to guide your conversations and build meaningful connections.
Understanding F.O.R.M.
FORM stands for Family, Occupation, Recreation, and Message (or Money). This acronym represents key areas to explore in conversations to develop rapport and understand your contact’s needs and interests.
- Family (F):
- Ask about their family background, like the city they grew up in or their family members.
- Show genuine interest in their answers. It helps create a personal connection.
- Occupation (O):
- Inquire about their current job or career aspirations.
- This not only gives insight into their professional life but also potential areas where your business opportunity might appeal to them.
- Recreation (R):
- Discuss hobbies, interests, and what they do for fun.
- This helps to break the ice and build a more relaxed, friendly rapport.
- Message/Money (M):
- Gradually steer the conversation towards your business message or how it can potentially help them achieve their financial goals.
- Be tactful and ensure the timing is appropriate before transitioning to this topic.
Implementing the FORM Method
- Start with light, non-invasive questions (Family and Recreation) to build comfort.
- Progress to more substantial topics (Occupation), which can naturally lead to discussing your business (Message/Money).
- Listen actively and show empathy. The goal is to understand their needs and see how your business can provide value.
Integrating the L.O.R.D. Technique into Building Rapport
In addition to the FORM method, the L.O.R.D. Technique is another valuable tool for deepening connections in your conversations:
Location (L):
- Start by discussing their geographical location, which can be a comfortable icebreaker. Ask about their city, any local events, or their favorite places.
- Example Question: “I noticed you’re from [City]. What do you love most about living there?”
Occupation (O):
- Talk about their job or business. Understanding their professional life provides insights into their aspirations and potential interests.
- Example Question: “I’m curious, what do you do for a living? How did you get into that field?”
Recreation (R):
- Shift the conversation to lighter topics like hobbies or pastimes. This not only adds a relaxed tone to the discussion but also reveals more about their personality.
- Example Question: “What do you enjoy doing in your free time? Any particular hobbies or interests?”
Dreams (D):
- Encourage them to share their dreams and aspirations. This can naturally lead to discussions about how your network marketing opportunity might align with their goals.
- Example Question: “What are some goals or dreams you’re currently pursuing?”
The L.O.R.D. Technique complements the FORM method, offering a structured approach to building rapport. By alternating between these methods, you can develop more engaging and meaningful conversations.
The Importance of Active Listening
Active listening is crucial in the FORM method. It’s not just about asking questions but genuinely listening to and understanding the responses. This builds trust and shows that you value the conversation.
Conclusion and Call to Action
Use the FORM method to guide your conversations in a way that is natural, engaging, and meaningful. This approach will not only help in building strong relationships but also in identifying potential needs that your network marketing business can fulfill.
Interactive Element
Role-Playing Activity:
- Practice the FORM method with a partner, taking turns to ask questions and respond.
- Focus on active listening and smooth transitions between the FORM elements.
