Do you struggle with connecting with your clients?
A simple acronym called F.O.R.D. which stands for Family… Occupation… Recreation and Dreams can help.
1) Family – Where did they grow up? Where is their family now? Do they have any siblings? Do they have any children? Now focus on their answers… ask more questions… sit back and listen.
2) Occupation – What do they do for a living? How long have they been in that occupation? What did they do before? Now focus on their answers… ask more questions… sit back and listen. For example...“That profession has always interested me; I have always wondered how you guys manage to blah blah blah.” Once you ask a follow-up question or two, you have the green light to move onto recreation.
3) Recreation – What do they do for fun? Hobbies? Passions? Something they always wanted to try or do? Now focus on their answers… ask more questions… sit back and listen (beginning to see a pattern here?). For example "What are you up to while the rest of us are still slogging away?”
4) Dreams – What is on your bucket list? Your dreams? Goals? Aspirations? Now focus on their answers… ask more questions… sit back and listen
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