February 02, 2008
I just discovered Dani Johnson today after someone mentioned her on a discussion forum I frequent. Just a quick scan of her site really impressed me - as her headline does: “Raised on Welfare, Pregnant at 17, Homeless at 21… and a MILLIONAIRE by age 23!”
So I’m going to look around a bit to learn more about her, but let me share what the person who originally mentioned her found so insightful.
Dani (Johnson) teaches about finding out what people’s needs are, which is one secret to getting referrals and making sales.
To help you find out what those needs are, she suggests using the following acronym:
F.O.R.M
F- Family - (Married, Kids, Grandkids)
O- Occupation - (What do they do, do they like it, how long)
R- Recreation - (What they do for fun, travel, hobbies)
M- Message - (how your product/service can bring enrichment to those areas, show and explain how)
That seems very powerful to me - does it make sense to you? How do YOU find out your customers’ needs?
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