http://adrianejolly.info | http://adrianejolly.com Tips to open the lines of communication with prospects and customers for your business.

1. Adriane E. Jolly
The Marketing Maven
Improving Communication Skills

2. 1. Build Rapport
Find information about prospective business partners and customers
F.O.R.M method can be used to accomplish building rapport
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 they
their wants and needs
2. Eager want to accomplish wants, needs and goals.

3. 2. Build Trust
• Trust is built based on the questions that you ask them- Be genuinely concerned about who
they are.
• Let them tell you about themselves so that you can find out the information…people love to
talk about themselves…you will find out more of how you can help them.

4. 3. Create an eager want
Know what they want and build a bridge between what they want and how you can help them get
it!

5. 4. Investigate the prospect
…and locate
Needs
Strengths
And goals

6. 5 things that can build rapport with a prospect
1. Smiles- Shows that you are interested, changes your body language and the
atmosphere
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 and 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.

7. The End
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