Approaching our Prospects the Right Way

This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 2 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associate approach their prospects effectively.

The right way to approach our families, friends and prospects is using the FORM formula.

Approach prospects the right way using the FORM formula

What is the FORM formula? 

It means:

F – amily
O – ccupation
R – ecreation
M – essage: introduce IMG.

In my previous email, I shared that the only reason we call our prospects is because we want to meet them.

Don’t discuss IMG over the phone, just meet them or tell them, “Let’s do some catching up.”

Once you meet your prospect, don’t jump right away in discussing IMG.

Use first the FORM formula.

First, you ask your prospect about his/her family:

“Friend, kamusta na pala si Tito at Tita?” 
“Friend, ang laki na pala ng anak mo, how old na siya?”

Second, you ask about his/her occupation:

“Kamusta na pala work mo friend?”
“Tagal ka na ba diyan? Laki na siguro ng sahod mo.” 

Usually their reply will be: “di naman masyado. Kulang pa nga” – here you will learn that maybe he/she needs extra income

“Malaki na siguro savings mo sa work mo, anu?”

Again, usually their reply is: “Wala talagang ma.save” – here you will learn he/she needs help in terms of saving.

You see, by using the FORM formula, you can dissect the need of your prospect which will give you better chance in closing the deal because you now understand his/her needs.

Third, you then ask for her/his recreation:

“Friend, aside from your work, anu pa ba ung iba mong pinagkaka-abalahan?”

Your friend might reply: “Mon to Fridays yung work ko, Saturdays and Sundays nasa bahay lng”. – here you will learn his/her hobbies and most importantly, the schedule when he/she is available.

So that when you ask for an appointment, you’ll know when to set it.

Fourth, after asking about his/her family, occupation and recreation. I guarantee you he/she will ask you back: “How about you friend?”

Then, tell your prospect about yourself first, then lastly, slowly open up your Message: Introduce IMG.

Here’s how:

“I am actually working as a teacher (engr. or whatever your work), but at the same time, doing part-time and undergoing training as a financial trainer.”

And then you use the IMG Checklist + Top 10 Membership benefits page:

“I am a member of IMG kasi, and we are doing a Global Campaign for Financial Literacy. We are looking for people who want to be part of our advocacy, baka gusto mo ito i.check? Ito ung mga benefits (show the checklist and the top 10 benefits)”

After the checklist, there are three things you can do:

1. Set a schedule: 

“Since interested ka nito (ung mga chineck niya sa IMG checklist) – since, I am new – okay lng ba sayo meet tau ulit probably on your free time like Saturday (alam mo na yung free time niya using the FORM formula) and I’ll bring my friend (don’t say trainer para hinid ma.intimidate yung prospect mo.) para i.elaborate niya more about these benefits.” 

2. Invite to the office:

“Since interested ka nito, actually meron kami orientation training about sa mga benefits nito – especially itong financial education. Para mkatulong sayo how to save the right way. Are you available Tuesday, 7pm at JY Squaremall (or any IMG office)”

3. Present

This is the approach + presentation combo: show the top 10 benefits page + checklist. You can actually be straight to the point saying:

“Friend, pag.naging member ka ng IMG, ito ung benefits mo (show top 10). Just like becoming a member of a COOP, SnR, or any membership programs, meron kang mga benefits.”

If you are already familiar, then you discuss each benefit, one-by-one.

After you discuss the benefits, you then ask for the order (using the checklist).

“Based on what I shared friend, anu dito ung pinaka.gusto mo na benefit? Check mo dito sa checklist”

Just like going to a restaurant, the Top 10 membership benefits page is the MENU. While the checklist is the ORDER.

Show the MENU, get the ORDER.

That’s it!

How simple was that? 

In my next email, I’ll share the “before and after” presentation and the smarter way of presenting.

Cheers.

Invest in your growth,

Tiyo Pilo