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Tuesday, 7 June 2016

LinkedIn Tip #35 - "What do you say after you say, "Hello?"

(Dr. Eric Berne M.D. Creator of Transactional Analysis and Author of Games People Play)

Have you stood there at a networking meeting wondering what to say next?

We all have if we have attended a networking meeting or a high school dance!

Dr. Berne had a great formula for overcoming this type of "stage fright, however his book was quite technical and meant to be read by psychologists and professionals of the like.

The Amway business took "What do you say after you say, "Hello" to another level, transposing Dr. Berne's book into the acronym F.O.R.M. It stands for Family, Occupation, Recreation, Message.

I have personally used this many, many times during my networking and "warm" calling. It works like a charm when you have practiced with it.

Once people have this acronym, it seems to help ease the stress of what to say next when meeting someone for the first time.

Often I just use the F.O.R. part and never even deliver my message.

You can tell very quickly when you learn how to steer the conversation ever so slightly whether someone is interested in hearing your message or not.

I never force my message on anyone not interested in hearing it.

Have you had someone deliver their message to you without your permission? That is called spamming you. They tell you their pitch whether you are interested or not. And after they have delivered their pitch, even if you were interested, you definitely are not interested any longer!

This technique is what Dr. Berne was trying to explain.

Personally, I think that the Amway business summed it up pretty well, don't you.

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Christine Till
The Marketing Mentress

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