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,

Live Signature1

Don’t Worry ~ Be Happy!

happy15Original Post By Chiara Fucarino
Final Thoughts By Adriane E. Jolly

I came across an awesome blog post by Chiara Fucarino, 22 Things Happy People Do Differently. This post was so powerful that I wanted to share it on my blog…Here is the post…

There are two types of people in the world: those who choose to be happy, and those who choose to be unhappy. Contrary to popular belief, happiness doesn’t come from fame, fortune, other people, or material possessions. Rather, it comes from within. The richest person in the world could be miserable while a homeless person could be right outside, walking around with a spring in every step. Happy people are happy because they make themselves happy. They maintain a positive outlook on life and remain at peace with themselves.

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The question is: how do they do that?

It’s quite simple. Happy people have good habits that enhance their lives. They do things differently. Ask any happy person, and they will tell you that they …

1. Don’t hold grudges.

Happy people understand that it’s better to forgive and forget than to let their negative feelings crowd out their positive feelings. Holding a grudge has a lot of detrimental effects on your wellbeing, including increased depression, anxiety, and stress. Why let anyone who has wronged you have power over you? If you let go of all your grudges, you’ll gain a clear conscience and enough energy to enjoy the good things in life.

2. Treat everyone with kindness.happy9

Did you know that it has been scientifically proven that being kind makes you happier? Every time you perform a selfless act, your brain produces serotonin, a hormone that eases tension and lifts your spirits. Not only that, but treating people with love, dignity, and respect also allows you to build stronger relationships.

3. See problems as challenges.

The word “problem” is never part of a happy person’s vocabulary. A problem is viewed as a drawback, a struggle, or an unstable situation while a challenge is viewed as something positive like an opportunity, a task, or a dare. Whenever you face an obstacle, try looking at it as a challenge.

happy124. Express gratitude for what they already have.

There’s a popular saying that goes something like this: “The happiest people don’t have the best of everything; they just make the best of everything they have.” You will have a deeper sense of contentment if you count your blessings instead of yearning for what you don’t have.

5. Dream big.

People who get into the habit of dreaming big are more likely to accomplish their goals than those who don’t. If you dare to dream big, your mind will put itself in a focused and positive state.

6. Don’t sweat the small stuff.

Happy people ask themselves, “Will this problem matter a year from now?” They understand that life’s too short to get worked up over trivial situations. Letting things roll off your back will definitely put you at ease to enjoy the more important things in life.happy3

7. Speak well of others.

Being nice feels better than being mean. As fun as gossiping is, it usually leaves you feeling guilty and resentful. Saying nice things about other people encourages you to think positive, non-judgmental thoughts.

8. Never make excuses.

Benjamin Franklin once said, “He that is good for making excuses is seldom good for anything else.” Happy people don’t make excuses or blame others for their own failures in life. Instead, they own up to their mistakes and, by doing so, they proactively try to change for the better.

9. Get absorbed into the present.

Happy people don’t dwell on the past or worry about the future. They savor the present. They let themselves get immersed in whatever they’re doing at the moment. Stop and smell the roses.

10. Wake up at the same time every morning.

Have you noticed that a lot of successful people tend to be early risers? Waking up at the same time every morning stabilizes your circadian rhythm, increases productivity, and puts you in a calm and centered state.

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11. Avoid social comparison.

Everyone works at his own pace, so why compare yourself to others? If you think you’re better than someone else, you gain an unhealthy sense of superiority. If you think someone else is better than you, you end up feeling bad about yourself. You’ll be happier if you focus on your own progress and praise others on theirs.

12. Choose friends wisely.

Misery loves company. That’s why it’s important to surround yourself with optimistic people who will encourage you to achieve your goals. The more positive energy you have around you, the better you will feel about yourself.

13. Never seek approval from others.

Happy people don’t care what others think of them. They follow their own hearts without letting naysayers discourage them. They understand that it’s impossible to please everyone. Listen to what people have to say, but never seek anyone’s approval but your own.

14. Take the time to listen.images2

Talk less; listen more. Listening keeps your mind open to others’ wisdoms and outlooks on the world. The more intensely you listen, the quieter your mind gets, and the more content you feel.

15. Nurture social relationships.

A lonely person is a miserable person. Happy people understand how important it is to have strong, healthy relationships. Always take the time to see and talk to your family, friends, or significant other.

happy1616. Meditate.

Meditating silences your mind and helps you find inner peace. You don’t have to be a zen master to pull it off. Happy people know how to silence their minds anywhere and anytime they need to calm their nerves.

17. Eat well.

Junk food makes you sluggish, and it’s difficult to be happy when you’re in that kind of state. Everything you eat directly affects your body’s ability to produce hormones, which will dictate your moods, energy, and mental focus. Be sure to eat foods that will keep your mind and body in good shape.

18. Exercise.

Studies have shown that exercise raises happiness levels just as much as Zoloft does. Exercising also boosts your Self Improvement and gives you a higher sense of self-accomplishment.

19. Live minimally.

Happy people rarely keep clutter around the house because they know that extra belongings weigh them down and make them feel overwhelmed and stressed out. Some studies have concluded that Europeans are a lot happier than Americans are, which is interesting because they live in smaller homes, drive simpler cars, and own fewer items.

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20. Tell the truth.

Lying stresses you out, corrodes your Self Improvement, and makes you unlikeable. The truth will set you free. Being honest improves your mental health and builds others’ trust in you. Always be truthful, and never apologize for it.

21. Establish personal control.

Happy people have the ability to choose their own destinies. They don’t let others tell them how they should live their lives. Being in complete control of one’s own life brings positive feelings and a great sense of self-worth.

22. Accept what cannot be changed.

Once you accept the fact that life is not fair, you’ll be more at peace with yourself. Instead of obsessing over how unfair life is, just focus on what you can control and change it for the better.

happy13Final Thoughts:

Real Talk: Everyday we have the chance to make a decision…To be happy or To be miserable.
That decision totally depends on you…
When I get frustrated, the serenity prayer comes to mind…It is the compass that helps me re-focus and re-assess…

God grant me the serenity to accept the things I cannot change; courage to change the things I can; and wisdom to know the difference.

Find your compass…think about what can put you back on the right path to your happiness…whether it is a prayer, an affirmation, or whatever…
The key to happiness is always in your hand…You have the opportunity to use that power to open that door everyday and leave unhappiness behind…I choose to be happy!
 

To Your Success (and Happiness),

Live Signature1

Here’s the link to the blog and original post: 22 Things Happy People Do Differently.