Joe Apfelbaum breaks down the MAF HAF rule: Make a Friend by building personal relationships with LinkedIn contacts, then Help a Friend by offering value once trust exists. When strangers become friends, they share their problems openly, making it easier to sell to them.
We're gonna teach you how to turn strangers into friends using LinkedIn as the strategy. Now, most people, they have a lot of connections on LinkedIn, but those connections are complete strangers. Am I right that most of your connections are strangers? Write strangers in the chat if that's true. I'm gonna say strangers. I'm gonna say strangers. I put strangers in the chat. Most of my connections are strangers, believe it or not. So how do I convert more strangers into friends? There's a couple of steps that you need to take in order to turn your strangers into friends and then help your friends by either referring them business to someone that knows you, likes you, and trusts you, or having them do business with you if you can help them. I have a rule called MAF HAF. My goal with sales is never to sell something to somebody who's not a friend. My first step is make a friend, M-A-F. My second step is H-A-F, help a friend. So if I can make a friend, if I can turn you into a friend, then I solved most of the battle of what it takes for me to qualify you to determine if I can help you, right? Because if you're my friend and you trust me, you're going to tell me what your problems are. I'll be like, yo, what's your problem? And
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