Improving Communication with Prospects and Customers

can telephonesThe definition of communication:

Communication [kuh-myoo-ni-key-shuhn] — n  1. the act or an instance of communicating; the imparting or exchange of information, ideas, or feelings.

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Communication is not only important in our personal relationships, but also it impacts our business. Our ultimate goals when building relationships with our prospects and customers are utilizing great communication skills, effectively giving and receiving information, and taking that information and helping them solve their problems and achieve their goals.

There are four key points to consider when improving communication skills:

1. Building Rapport- Finding out information about prospective business partners and customers. One way to accomplish this is utilizing the F.O.R.M method:

F.O.R.M method is a way to formulate relationship building questions to based around a prospect’s or customer’s  family, occupation, what that individual does for recreation, and the message that you want to give that person to help them solve a problem.

Here are some examples of questions you can ask using the F.O.R.M. method.

F- Family-  Where are you from? How many children do you have?

O- Occupation-What do you do? Tell me more about what you do? What do you like most about your job?

R- Recreation- What do you like to do for fun? What are your hobbies? What do you do when you are not working?

M- Message –(what you want to accomplish to help them)

1. Build Curiosity- do not lead with the product, lead with what you learned from asking the questions above to satisfy their wants and needs.

2. Eager want to accomplish wants, needs and goals-Use the information gathered from the questions asked to inspire an eager want to take action to acquire their wants, needs, and achieve their goals.trust

2. Build Trust

  • Trust is built based on the questions that you ask them- The key is to be genuinely concerned about who they are.
  • Let the customer or prospect tell you about themselves so that you can find out the information…people love to talk about themselves…If you listen twice as much as you talk, you will find how you can help them.

3. Create an eager wantcommunication 9

  • Get to know what they want and build a bridge between what they want and how you can help them get it!

4. Investigate the prospect or customer during the conversation

…and locate their specific

  • Needs
  • Strengths
  • And Goals

5 things that can build rapport with a prospect, encourage relationship building, and improve communication with others are:

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1. Smiles- Shows that you are interested, changes your body language and the atmosphere. (Even smile when talking to customers or prospective business partners over the phone believe it or not, your smile resonates over the phone…there is a huge difference in the sound of your voice…you can hear the smile…)

2. Compliment or words of encouragement- Shows appreciation and brightens one’s day. Always be genuine.

3. Make a real friend—If you help people get what they want you will always get what you want…Take your self out of the equation. It is all about them. Friends are great resources for business and make they make life more fulfilling.

4. Listen and Pay Attention- Pay attention to what matters to them what is important for their needs, strengths and goals.

5. Control the conversation- The one who is asking the questions control the conversation…become great with asking questions…Get them talking about themselves…it will help build more trust.

To Your Success,

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Source: http://www.danijohnson.com/2007/how-to-improve-your-communications-skills.

Prospecting 101: Who’s Got Talent?

pros5WHO is a Prospect?

When you are looking to recruit someone to your team, you need to know WHO an ideal prospect is, and what to look for when you are searching for new business partners. In a nutshell, a prospect is someone who could benefit from the opportunity that your company provides.

Your goal is to:

1) Find out if they could benefit from the opportunity and

2) Let them know about the opportunity.

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Think about this very carefully. As you go through each day and you are looking for prospects, you are looking for someone who has a problem that your company can provide a solution.

So who is someone who could benefit from what you have to offer? Generally, it is someone who might be looking for:

  • Additional Income
  • Flexibility
  • Security
  • Different Lifestyle
  • Vacations
  • _____ (Insert your company benefits here!)

Your company may have certain nutritional pros3benefits, or legal benefits that may be of particular interest to certain people.  Whatever that list of benefits is…commit them to memory. That list is something that will be a catalyst for you.

When you hear someone who mentions ANY of those buzz words, it should send bells ringing!  They are a prospect.  They can benefit from what your company has to offer!

Exposing Them To The Solution

Now that you have found someone who can benefit,   the next piece of the puzzle is to let him or her know about the opportunity your company has. This is your opportunity to say:

“I couldn’t help but to hear that you are looking for ______.  I know exactly how you feel! I felt the same way about six months ago! I found a great opportunity to change that when I started my business with _______. Can I give you some information about them?”

With this simple statement, you have let them know that you heard their “issue.” You/your Company have a benefit that can solve it through the opportunity they provide. In addition, you have connected with a prospect.

You will find that almost everyone is a prospect. In addition, if they are not, they generally know someone who is! The key is to keep your ears open. Then do not be afraid to open your mouth shortly afterwards! Nothing is worse than KNOWING someone is a prospect…and then watches them walk away in the opposite direction because you were too stifled to do something about it!

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Why You Should Never Discriminate When Prospecting

When it comes to prospecting and recruiting, it pays to NEVER discriminate. I do not mean that by anything but this…you NEVER can prejudge who you think will or will not make a great team member! Just to shed some light on real life scenarios that often occur, I want to share a few of my experiences with you to show you what I mean.

In the world of Network Marketing, there are always examples around you to show you what you should and should not do. After carefully watching and listening in to people’s stories about their recruiting experiences, I’ve come to observe a lot of interesting things about pre-judging people too far in advance, before they join your business.pros2

First, I’ve seen team members get SUPER excited about someone who they think is going to be the “next big thing”. They came over from another company and they are going to bring in 50 people from that company and take the area by storm! Then, not too long afterwards, they fizzle. No one joins them and no one came along with them from their previous company. It becomes blatantly obvious that they are a dud, and not too long afterwards, like the magician Whodini, they disappear into thin air, with all of their coulda, shoulda, woulda’s trailing behind them.

However, I have also seen the total opposite happen. I have seen team members start very laidback in following up with potential recruits because they did not think they were “really going to make it.” I have seen that potential recruit get frustrated at the lack of follow up, join under another person, and pass the first person up in sales, recruiting, and leadership.

There have also been times when I’ve witnessed someone “passing” on a recruit. The recruit was not a huge performer, and she may not have had the “it” factor. However, she did recruit two people…and one of those people went on to become a national year-end sales winner. The person who did not pass on the initial recruit made a good bonus while the one who passed on the “unattractive prospect” continued to live through his career with regret.

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The bottom line is this, “Those you think will, won’t. And those you think won’t, will!” The network marketing industry can be very tricky and it is often challenging to determine who is going to be a producer versus those that will simply become a number. Either way, the best thing you can do is talk to practically everyone you know. From your church, to the parents at your children’s school, family, friends, neighbors, lawyers, post office workers, teachers, doctors, accountants, stay at home moms, and the list of people goes on and on and on.

Never underestimate someone because of his or her current “income status” or his or her profession. Inside each of us is a dream that is lying dormant, and waiting for someone to come and help bring it to life. You never know whom you can unlock from life’s miseries and struggles, and those whom you can empower by believing in them enough to present them with this amazing opportunity.

The best thing you can do is present them with the opportunity, and let them decide if they want to move forward or not. Once you open the doors, you have no idea of whom you are letting in, and the potential they will have to bring massive success to your organization, while you get the chance to embrace the experience of seeing their lives changed.

To Your Success,

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Are You Coachable?

imagesCAVCNWZ7As sponsors and business coaches, we always tell our newbies and business partners that they must be coachable to experience success in network marketing…so I started to think about what does being coachable actually mean…imagesCARIZIEO

I came across an article on Forbes by August Turak called, “Are You Coachable? The Five Steps to Coachability”. Turak discussed that coachable people have five distinct traits and I put a little of my own spin on these traits also:

  1. Humility- Turak in the article said it best, We have to accept that some things that we need to do we just can not do on our own. Which requires “a change of heart rather than a change of mind”.imagesCAVE0EBL
  2. An Aciton Bias- You have to get off your butt and go to work…No reaction can happen without action!
  3. Purity of Purpose-You cannot be selfish…at times you have to take yourself totally out of the equation and think of your customer, your prospect or whoever you are trying to satisfy a need or assist achieving a dream. You will be surprised how many blessings will come your way when you put energy into blessing others.
  4. Surrender of Control-This is a biggie and as Turak states in the article is the trait that we give our mentors the hardest time with. Just as human beings we tend to not want to give up control unless we see results first. It usually happens the other way around..we see results when we finally listen and give up control and do what has been proven to work.imagesCAKEE39O
  5. Faith-This is the fifth and final trait. What stood out for me when Turak was discussing this trait is when he stated,“The problem with life is that it must be lived forward and only understood backwards. In my own experience this is especially true when it comes to working with a coach. The benefits of change are often only obvious after the change has occurred”.

imagesCA231T6AThese traits from the article really gave me something to consider when I think about being truly coachable. You have to be open and willing to learn new information and accept proven methods that your mentors are trying to convey to you. It is a must to invest in you and your business. It is imperative to become a life long learner to be truly successful in your journey.

To Your Success,

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Source: Are You Coachable? The Five Steps to Coachability by August Turak http://www.forbes.com/sites/augustturak/2011/09/30/are-you-coachable-the-five-steps-to-coachability/2/