Get to Know Your Clients with the F.O.R.D. Method

Solid client relationships are the key to your long-term success.

If you need proof, consider the fact that it’s five times as expensive to win over a new customer as it is to maintain a current client.

It’s also important to remember that loyal customers can bring you far more business in the long run. This means repeat business, as well as valuable referrals—which can be leveraged into new, profitable relationships.

But, if you’re looking to build and maintain long-term relationships, you ultimately need to be able to offer unique value and exceptional customer service. And, in order to get to that point, you first need to build rapport. One of the best ways to do this is by asking questions, using the F.O.R.D. Method.

What is the F.O.R.D. Method?

The F.O.R.D. Method is a way to have meaningful conversations with anyone, based on the idea that human beings tend to have similar priorities in their lives. F.O.R.D. is an acronym that stands for:

Family

Occupation

Recreation

Dreams

Why does the F.O.R.D. Method work?

ReminderMedia has worked with over 140 different industries, and we can say for certain that relationships are essential to the success of service-based sales professionals. If you want to be able to show what you have to offer, people first have to know, like, and trust you. If that doesn’t happen, you’ll never get to the next level.

The F.O.R.D. Method works because, when you ask people about their family, occupation, hobbies, and goals, you’re more likely to find out what it is that they truly value, as well as what they’re looking to achieve in life. And, with those conversations, you’re also building trust, by demonstrating your investment in your customer far beyond the initial transaction.

How do I use the F.O.R.D. Method in my business?

As Tony Robbins says, the key to growing your business is understanding your clients’ greatest pain points and greatest desires.

When you have meaningful conversations with people, you’ll get valuable information that you can include in your CRM, where it will guide you in your future client interactions.

Be sure to check in with your clients around big life events or milestones. Some of these include:

  • Birth of children or grandchildren
  • Graduations
  • Weddings
  • Promotions or retirements

In addition to checking in during the good times to offer congratulations, it’s also important to be there for your customers when things are more difficult.

Download a PDF sample of American Lifestyle to stay in touch with past clients.

One of the most powerful things you can do is send a get-well card, when your client or someone they care about isn’t feeling well. While you’re sending a card out of the goodness of your heart—with no expectation of hearing back—your client definitely won’t forget that you were thoughtful enough to reach out.

The F.O.R.D. Method is a two-way street.

If you really want to get the most out of the F.O.R.D. Method, you need to be willing to open up to your clients by talking about your own family, occupation, recreation, and dreams.

Share your goals and interests, so that your customers can feel more invested in you and your success. One of the most effective ways to do this is on social media.

I follow bodybuilder Christian Guzman on YouTube. When I first started following Christian, he tended to only post about fitness. Now, he posts about everything that’s going on in his life. Because I’ve gotten more invested in him as a person, I’ve found myself buying more of his products.

Ultimately, when you’re open and authentic, clients are more likely to find you trustworthy, which increases the likelihood that they’ll stick with you in the long run.

If you’re looking for another great way to build rapport with your clients, consider a customized magazine from ReminderMedia. Each issue is full of compelling articles, delicious recipes, and other great content that you can use to spark conversations with anyone on your list—building and maintaining relationships that will lead to more business for you. Click here to request a free PDF sample.

Written by Luke Acree

Luke Acree, President of ReminderMedia, is a sales fanatic, a marketing evangelist, and an expert team builder. Luke has worked with tens of thousands of agents over the years, helping them understand how to connect with their client database in a way that generates leads, secures repeat clients, and captures referrals.