How To Do Cold Market Prospecting Using F.O.R.M.
Usually, I am all about using the internet to brand yourself and recruit into your business…
But the truth is, if you want to speed up the process and recruit people into your business right away, you’re going to need to learn some offline techniques and skills to build your business face-to-face.
If you’re new to the network marketing profession and you’ve already gone through your warm market (friends, family, people you know in some capacity), then it’s time to look into Cold Market Prospecting–meeting new people to share your business with.
Many network marketers struggle with cold market prospecting…usually it’s because they find it scary. It’s a little different than speaking with your warm market, but honestly, it can be more fun. Here’s why, in my humble opinion:
Pro’s of Cold Market Prospecting
- Your cold market is comprised of strangers–they don’t know how many times you’ve struggled or failed in the past, so they’re not pre-judging you from the start.
- With your cold market, you are meeting and learning about someone new. You’ll be less apt to pre-judge their response.
- If you like meeting new people, this is a great way to do it.
- If they say no, who cares? You’ll likely never see them again!
There is a lot of cold market prospecting training available out there, but in this blogpost I am going to focus on the most effective method for prospecting your cold market. It’s called…
Before I go on, I want to remind you that any new skill you learn will take some time and practice before you get really good at it. So don’t worry if the first few times you use this method you stumble a bit. If you’re consistent, your cold market prospecting will improve over time!
How much of this method you can use depends on where you meet this new person. Obviously, you wouldn’t have time to cover every aspect of it at the grocery store checkout (unless the line is kinda long…lol).
The truth is, you can use this method with social media and the telephone as well.
Okay, here we go!
F.O.R.M. stands for Family, Occupation, Recreation, and Message (Some people use the M for Money instead).
Anyone can learn this, and it’s designed to help you be INTERESTED instead of trying to be INTERESTING. Don’t you like it when someone is truly interested in you and wants to hear all about you?
*Remember, people love to talk about themselves. If you only talk about yourself, you will bore folks to tears.
So the F.O.R.M. method helps you to be interested in someone else by asking these questions about them.
Family: You want to learn more about a person and gauge whether or not you’d even be interested in working with them. Some questions might be: Are you married? How old are your children? Do you live in this neighborhood?
Of course you don’t want to seem like you’re conducting an interview or have it be a one-sided conversation, so you want to share some brief snippets about yourself in here, especially if you have some things in common.
Occupation: What do you do for work? This is a great opportunity to talk to them about their job and what it’s all about. Very often people will let you know whether they love or hate their job right away! It helps you to gauge their situation.
It’s important to know that when you ask this question, after they answer, they’ll often ask what you do. This is NOT the time to pitch your opportunity. Be prepared to give a little snippet of what you do in 30 seconds or less. You might say something like, “I work from home in my own business. I help other moms to start their own businesses and make money from home.”
Recreation: This is where you ask people what their hobbies are, what they like to do for fun, or where they like to go on vacation. It’s a good way to find out about their disposable income and what they would love to do if they had more of it.
Message: At the end of the conversation (which should only take a few minutes), you want to deliver your message using key bits of information you just learned. You might say something like, “Hey Sally, it’s been really nice talking with you. I see that you’d like to find a way to make some income while still being a stay-home mom. I may have a way to help you. I don’t have time to talk to you about it now, but I’m available tomorrow at 2pm or 4pm. Give me your number and I’ll call you with some information. Which time works better for you? You can also get their email and tell them you will send them some information first and then call to set up a time to discuss it further.
You just made an appointment from cold market prospecting!
Using this method for cold market prospecting is effective and can really help you grow your business. The more you do it, the easier and more natural you will become at it as you’re working your conversational skills.
If you are new to network marketing…or even if you’re not, one book I highly recommend you read right away is Go Pro by Eric Worre. It is the absolute Network Marketing Handbook–you’ll actually find out for yourself whether or not you are cut out for this profession and save yourself a ton of headaches; You will learn what it truly takes to be successful in network marketing. It’s a must-read for sure!
Another master of network marketing is Ray Higdon, and he has a ton of valuable trainings. Here is a very affordable course that can help you a great deal to start off.
If you want to learn from a six-figure earner how she built her network marketing business using only social media, you will want to check out the Social Media Recruiter.
I hope you found this post helpful and that you’ll be able to start implementing FORM to build your business right away.
Please be sure to leave me your comments and share this post on social media and with anyone that you think can benefit from it!
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