Grow Your dTERRA Business THE ESSENTIAL OILS METHOD

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Grow Your dōTERRA Business THE ESSENTIAL OILS METHOD An Easy Formula for Approaching &

Grow Your dōTERRA Business THE ESSENTIAL OILS METHOD An Easy Formula for Approaching & Developing New Members in 6 Simple Steps © 2018 EO METHOD ALL RIGHTS RESERVED

WHAT YOU WILL LEARN: HOW TO FIND NEW CONTACTS HOW TO BUILD BUSINESS RELATIONSHIPS

WHAT YOU WILL LEARN: HOW TO FIND NEW CONTACTS HOW TO BUILD BUSINESS RELATIONSHIPS HOW TO CARE FOR YOUR CLIENTS HOW TO CREATE OPPORTUNITIES FOR MORE GROWTH HOW TO WORK WITH EXISTING TEAM MEMBERS TOWARD THEIR GROWTH © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE RWR – REGULAR WELLNESS REVIEWS 6. © 2018 EO METHOD ALL RIGHTS RESERVED

1. FINDING NEW CONTACTS 1. GET REFERRALS Events, classes, appointments, friends, family, Social Media

1. FINDING NEW CONTACTS 1. GET REFERRALS Events, classes, appointments, friends, family, Social Media 2. MAKE COLD CALLS 100 names, grocery store, phone directory, businesses, Adverts GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

 HOW TO GET REFERRALS Events Ready Audience Sign up list for classes or

HOW TO GET REFERRALS Events Ready Audience Sign up list for classes or consultation appointment Follow –up Class or Appointment with new Contacts Classes Interested Audience Book Classes on Classes Pre-schedule classes Individual Appointments Interested Audience More informal setting or better for time constraints GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

 HOW TO GET REFERRALS Friends You already know them and if not, easy

HOW TO GET REFERRALS Friends You already know them and if not, easy to get to know them better! Spread your enthusiasm for what you are doing – they will want to join you Family Sometimes easiest, sometimes hardest to “convert” – judge the trust level within your own family Family members may refer their personal contacts to you Social Media Tap into your network, friends’ networks, and friends of friends’! Be yourself & attract other like-minded people Participate in other interest Groups GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

1. FINDING NEW CONTACTS 1. GET REFERRALS Events, classes, appointments, friends, family, Social Media

1. FINDING NEW CONTACTS 1. GET REFERRALS Events, classes, appointments, friends, family, Social Media 2. MAKE COLD CALLS 100 names, grocery store, phone directory, businesses, Adverts GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

 MAKING COLD CALLS 100 Names List Proven method Helps to get over Rejection

MAKING COLD CALLS 100 Names List Proven method Helps to get over Rejection Phone Directory Places you Frequent Grocery Store, Post Office, Play Groups, Special Interest Groups, Gym Businesses Offer to do ATT and/or Wellness Education Series during lunchtime Leave Diffuser & Oil to sample for 3 Days. Advertising Traditional vs Social Media – allow for budget GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE RWR – REGULAR WELLNESS REVIEWS 6. © 2018 EO METHOD ALL RIGHTS RESERVED

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What to Say to Get Appointments Often there are significant differences between what a client needs, what they request, and what is understood & designed. GOAL: Build Relationships of High Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 INTRODUCING YOURSELF Your Clients want to do business with people they like &

INTRODUCING YOURSELF Your Clients want to do business with people they like & trust. It’s tough to create a friendship when all you focus on is getting an enrollment. Build Rapport Helps you & your client find common ground; Get to know you and feel comfortable with your help Meet them for lunch/dinner/coffee – meeting on “neutral turf” helps them put their guard down. Sharing a meal helps build companionship through socializing Don’t stop after one lunch meeting – send them an article once in awhile & try planning future meetings. This takes longer, but builds loyalty in the relationship Show Empathy Relate to your client and match their emotions Guide the Conversation with Questions Fact Find GOAL: Create a New Friendship! © 2018 EO METHOD ALL RIGHTS RESERVED

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What to Say to Get Appointments Often there are significant differences between what a client needs, what they request, and what is understood & designed. GOAL: Build Relationships of High Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING The Discovery Stage in an inquiry or investigation with the purpose

FACT FINDING The Discovery Stage in an inquiry or investigation with the purpose to uncover & gather information or knowledge about something and identify important details. ASK QUESTIONS LISTEN FOR KEY WORDS & CONCEPTS KEEP A CONTACTS JOURNAL GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING ASK QUESTIONS Personal Triggers Family – marriage, divorce, new baby, elderly

FACT FINDING ASK QUESTIONS Personal Triggers Family – marriage, divorce, new baby, elderly parents Leisure – holidays, travel, hobbies Housing – renting, buying, downsizing, renting out a room Health – long or short term illness, illness of death of someone close Occupation – new job or promotion, becoming self employed, redundancy or retirement Windfall/losses – inheritance, lottery/gambling wins or losses, theft GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING ASK QUESTIONS External Trends & Factors Overuse of drugs/pharmaceuticals Looking for

FACT FINDING ASK QUESTIONS External Trends & Factors Overuse of drugs/pharmaceuticals Looking for a natural, safe approach to healthcare Economic stability of a country Need to stockpile meds or supplies Consumer Awareness Trusted brand Friends using “Feel Good Factor” - Desire to belong –> Rev. OILution Financial Stability Looking for second income/income stream opportunity GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING LISTEN FOR KEY WORDS & CONCEPTS Would like to find Natural

FACT FINDING LISTEN FOR KEY WORDS & CONCEPTS Would like to find Natural Solutions? Get Healthy? Extra Money? Tax Breaks? Fun with Friends? Skin Care? Safe Baby Care? Losing Weight? Relieving Pain? Hosting a Gathering? GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING LISTEN FOR KEY WORDS & CONCEPTS Free Vacations? Need or Want

FACT FINDING LISTEN FOR KEY WORDS & CONCEPTS Free Vacations? Need or Want more Time Freedom? Becoming a Business Owner? Making a Difference in the World – Helping others? GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 INTEREST SIGNALS Signs of Interest Has Reservations Liking oils & having success Financial

INTEREST SIGNALS Signs of Interest Has Reservations Liking oils & having success Financial restrictions Friends or family have had a good experience Negative experience with other oils Knowledge or awareness of doterra’s quality Not a priority right now Mirroring your actions or mannerisms Changes the subject A sense of urgency to buy, what do we do next? Has to ask Spouse first They ask about a specific product They want to know more about doterra as a company Is there a monthly minimum order Asks for a mode of payment, eg. Credit card © 2018 EO METHOD ALL RIGHTS RESERVED

 FACT FINDING CONTACTS JOURNAL Keep Track of Each Client and their Needs &

FACT FINDING CONTACTS JOURNAL Keep Track of Each Client and their Needs & Progress Record notes from each meeting Make List of Client’s Needs Create a “To Do List” from notes and assign deadlines to complete Notebook vs Cloud System GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor © 2018 EO METHOD ALL RIGHTS RESERVED

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What

2. GET TO KNOW YOUR CLIENTS 1. Introducing Yourself 2. Fact Find 3. What to Say to Get Appointments Often there are significant differences between what a client needs, what they request, and what is understood & designed. GOAL: Build Relationships of High Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 WHAT TO SAY TO GET APPOINTMENTS After introductions and during the Fact Find:

WHAT TO SAY TO GET APPOINTMENTS After introductions and during the Fact Find: Get them talking about themselves – engage in discussion by: Asking Questions Listen for Key Words/Concepts Empathize Introduce your Natural Solutions as an idea for them to consider when it feels right Ask to meet with them sometime later that week OR invite them to a class to learn more GOAL: Make Appointments Consistently! © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE RWR – REGULAR WELLNESS REVIEWS 6. © 2018 EO METHOD ALL RIGHTS RESERVED

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS 4. PREPARE HELPS Never forget your customer would rather do business with a trusted consultant who has intimate knowledge of the industry than an ordinary salesperson who simply understands how the product works. In fact, you’re not actually there to sell anything. Your goal is to become a trusted advisor by intently listening to the questions the client asks so you can solve their problems or help them reach a goal. GOAL: Create a Business Relationship based on Reciprocity & Built on Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 FIELD QUESTIONS Clarify the Question What type of question is it? Don’t be

FIELD QUESTIONS Clarify the Question What type of question is it? Don’t be too eager to answer and risk misunderstanding their question. Feature or Issue with Product? Feature or Issue with the Industry? General Topic? Your Opinion? Use General Terms – refrain from do. TERRA Jargon Give only a small amount of background info to help them understand the topic of conversation. If they are new, don’t assume they understand essential oils nomenclature GOAL: Become a Trusted Advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FIELD QUESTIONS Tell Stories Use Stories, Parables, & Analogies as metaphors that communicate

FIELD QUESTIONS Tell Stories Use Stories, Parables, & Analogies as metaphors that communicate ideas by using examples that your Client will relate to and identify with. Testimonials - The most important metaphors are examples about other Customers that are successfully using do. TERRA products Avoid Facts & Figures, instead focus on an impactful storyline – draw the Client into the story with emotions, experiences, and outcomes Apply your Expertise Intimate knowledge of the industry is a plus! Be sure to continue your own daily learning and Personal Development. If you listen intently during your conversation you will find opportunities to apply your expertise to solve their problems and/or goals Once you establish yourself as the expert, the conversation will more easily flow toward the root of their concerns GOAL: Become a Trusted Advisor © 2018 EO METHOD ALL RIGHTS RESERVED

 FIELD QUESTIONS Keep a Calm & Confident Demeanor The most powerful response isn’t

FIELD QUESTIONS Keep a Calm & Confident Demeanor The most powerful response isn’t solely about the answer you give, it’s also how you say it Regardless of the question, or whether you feel you know enough, ALWAYS keep a calm and confident manner – this shows you trust yourself. Don’t get defensive if you don’t know something or your Client disagrees with your opinion. Stay positive. It’s okay to disagree Always say things “Matter-of-Factly”. This comes across as confident and knowledgeable. Voices that trail off or speak in questions, signal uncertainty or lack of conviction Don’t be too eager to answer – behind every question is an ulterior motive. They may want to validate a bias. Quickly identify why the question was asked and respond in a way that demonstrates your industry and business expertise Redirect inappropriate questions to a different topic Prepare answers in advance (by using Contacts Journal notes) to protect yourself from uncomfortable questions How you handle the tough questions will either win or lose their respect – always keep poised and composed. It helps to remember you are there to ease THEIR concerns, not your own. GOAL: Become a Trusted Advisor © 2018 EO METHOD ALL RIGHTS RESERVED

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS 4. PREPARE HELPS Never forget your customer would rather do business with a trusted consultant who has intimate knowledge of the industry than an ordinary salesperson who simply understands how the product works. In fact, you’re not actually there to sell anything. Your goal is to become a trusted advisor by intently listening to the questions the client asks so you can solve their problems or help them reach a goal. GOAL: Create a Business Relationship based on Reciprocity & Built on Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY SPEED OF TRUST 4 CORES OF CREDIBILITY Character & Competence Integrity

CREATE CREDIBILITY SPEED OF TRUST 4 CORES OF CREDIBILITY Character & Competence Integrity Intention Capability Results CIRCLES OF TRUST Self Relationship Organization Market Society GOAL: Demonstrate Character & Competence in each Circle of Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY CIRCLES OF TRUST Self -- Inner confidence & ability to commit,

CREATE CREDIBILITY CIRCLES OF TRUST Self -- Inner confidence & ability to commit, set and achieve goals – walk your talk Integrity Showing honesty, humility & courage Telling the truth & leaving the right impression Intent Motive, Agenda, Behavior Do I genuinely care? Capability Talents, Skills, Knowledge, Attitudes, Style Learn with the intent to teach others what you learn Keep yourself Relevant Results What’s your Track record? – past, present, and anticipated future Getting the right things done – Expect to win. GOAL: Demonstrate Character & Competence in Self Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY CIRCLES OF TRUST Organization Low Trust People manipulate or distort facts

CREATE CREDIBILITY CIRCLES OF TRUST Organization Low Trust People manipulate or distort facts Getting the credit is very important New ideas are resisted Low energy level High Trust Information is shared openly New ideas are welcome Mistakes are tolerated and encouraged as a way of learning High energy level GOAL: Demonstrate Character & Competence in Organizational Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY CIRCLES OF TRUST Societal The overriding principle of High Societal Trust

CREATE CREDIBILITY CIRCLES OF TRUST Societal The overriding principle of High Societal Trust is CONTRIBUTION It’s the intent to CREATE VALUE rather than destroy it To GIVE BACK instead of take The benefits of trust in society are often intangible but pay dividends when you’d least expect it. GOAL: Demonstrate Character & Competence in Societal Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY CIRCLES OF TRUST Market So, do you think TRUST is important

CREATE CREDIBILITY CIRCLES OF TRUST Market So, do you think TRUST is important when helping people with such personal issues? How a company is perceived in the Market Place. Factors include: Brand Reputation Capability Experience As Wellness Advocates we manage people’s health & wellness by teaching them how to use do. TERRA’s essential oils & products responsibly & effectively. Each person has individual concerns – illness, pain, self, family – and may often have exhausted all other medical resources with doctors & medications…. They are looking for answers to their needs & are unsatisfied with their current condition/situation GOAL: Demonstrate Character & Competence in Market Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 CREATE CREDIBILITY CIRCLES OF TRUST Relationship - There are 13 Behaviors of High

CREATE CREDIBILITY CIRCLES OF TRUST Relationship - There are 13 Behaviors of High Trust – divided into 3 categories: 1. Communication 2. Responsibility 3. Dependability/Reliability GOAL: Demonstrate Character & Competence in Relationship Trust © 2018 EO METHOD ALL RIGHTS RESERVED

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS 4. PREPARE HELPS Never forget your customer would rather do business with a trusted consultant who has intimate knowledge of the industry than an ordinary salesperson who simply understands how the product works. In fact, you’re not actually there to sell anything. Your goal is to become a trusted advisor by intently listening to the questions the client asks so you can solve their problems or help them reach a goal. GOAL: Create a Business Relationship based on Reciprocity & Built on Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 HIGH TRUST BEHAVIORS 13 Behaviors of High Trust Each of these behaviors relate

HIGH TRUST BEHAVIORS 13 Behaviors of High Trust Each of these behaviors relate to either our Competence, Character, or Both Communication Responsibility Dependability/Reliability Talk Straight Demonstrate Respect Keep Commitments Confront Reality Listen First Show Loyalty Clarify Expectations Practice Accountability Deliver Results Create Transparency Right Wrongs Improve Extend Trust GOAL: Demonstrate Character & Competence in Relationship Trust © 2018 EO METHOD ALL RIGHTS RESERVED

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS

3. BUILDING TRUST 1. FIELD QUESTIONS 2. CREATE CREDIBILITY 3. USE HIGH TRUST BEHAVIORS 4. PREPARE HELPS Never forget your customer would rather do business with a trusted consultant who has intimate knowledge of the industry than an ordinary salesperson who simply understands how the product works. In fact, you’re not actually there to sell anything. Your goal is to become a trusted advisor by intently listening to the questions the client asks so you can solve their problems or help them reach a goal. GOAL: Create a Business Relationship based on Reciprocity & Built on Trust © 2018 EO METHOD ALL RIGHTS RESERVED

 PREPARE HELPS Keep a Contact Journal Record notes from each meeting Keep Client

PREPARE HELPS Keep a Contact Journal Record notes from each meeting Keep Client info current & accurate Create a Client’s Needs List “to do’s” and assign deadlines Schedule a time to present helps to your Client GOAL: Increase confidence by keeping an accurate client journal © 2018 EO METHOD ALL RIGHTS RESERVED

 PREPARE HELPS Use Fact Find information to: Present Solutions, Recommendations, & Resources Articles

PREPARE HELPS Use Fact Find information to: Present Solutions, Recommendations, & Resources Articles about Products they are interested in Info about starting a Wellness Business Issue-specific oil protocols Financial possibilities Team Facebook page: facebook. com/groups/myeomethod AND facebook. com/groups/myessentialbiz do. TERRA website: www. doterra. com Your Personal do. TERRA site: www. doterra. com/yournameor. WA# EO Method website: www. eomethod. com EO Method online classes: www. eomethod. thinkific. com Offer Direction Text messages, calls, or emails Wellness Reviews – Follow up! GOAL: Increase confidence by showing up prepared with solutions © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE RWR – REGULAR WELLNESS REVIEWS 6. © 2018 EO METHOD ALL RIGHTS RESERVED

 RESOLVE CONCERNS When first meeting your client, it’s important to take time to

RESOLVE CONCERNS When first meeting your client, it’s important to take time to understand their “Pain Point”. Too many time, we rush to show off our solution without properly understanding our client’s needs. This is a sure fire way to lose your client. Look for “Agreements” – subtle interest “ready-to-buy” signals Agree with ideas Accepting new Concepts Understanding new way of thinking Following the direction of the conversation Asking questions Asks you repeat a concept or digs further information and/or details Client is imagining themselves using the product GOAL: Identify Interest Signals © 2018 EO METHOD ALL RIGHTS RESERVED

 RESOLVE CONCERNS Almost everyone has a resistance to being “sold” and if they

RESOLVE CONCERNS Almost everyone has a resistance to being “sold” and if they feel like you’re pressuring them, they’re likely to push back…. Rather than push to “close”, ease them into their purchase by acting as their Personal Advisor – making sure to act in their best interest…. essentially THEY will come to the decision on their own because of our patience & advice. Objections are great! -- This means they are considering buying but still have concerns If: They express uncertainty about products Say “I can’t afford this…. ” ( means their interest is piqued!) They remark, “These sound fantastic!” or “I know someone who could really use this” = strong interest Then: Ask further questions and provide the needed information Remember, at this stage all we need to do is worry about resolving their concerns. We don’t need to usher them into a membership…. With patience they will come to that decision on their own. GOAL: Exercise patience with your client’s process of overcoming objections © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE RWR – REGULAR WELLNESS REVIEWS 6. © 2018 EO METHOD ALL RIGHTS RESERVED

 ENGAGE Summarize your Client’s Goals & (Past) Concerns This process helps your Client

ENGAGE Summarize your Client’s Goals & (Past) Concerns This process helps your Client feel secure about what’s about to happen during the enrollment process. It demonstrates you understand their concerns and needs and that they are making the best possible decision. Ask them to join your do. TERRA Team Once you’ve developed a good relationship, you are ready to invite them to get their own “Customer Account Number” Put on a genuine smile and be excited for them, but not too much! Remain confident in the process and show confidence during the process…we are not asking for an arm or a leg here – we should feel honored that they are allowing us to be part of their GOAL: Identify Interest Signals decision. © 2018 EO METHOD ALL RIGHTS RESERVED

 ENGAGE Help them with an Enrollment Form/Enrolling Online Have the enrollment forms ready

ENGAGE Help them with an Enrollment Form/Enrolling Online Have the enrollment forms ready to go at the time you ask them to enroll and walk them through each step Suggest an appropriate kit for their needs Back away and allow them to complete the process – but stay nearby in case they have questions When the form is completed, congratulate them! They just made a great purchase! GOAL: Identify Interest Signals © 2018 EO METHOD ALL RIGHTS RESERVED

 ENGAGE Ask for Referrals When you’ve done a good job with your Client,

ENGAGE Ask for Referrals When you’ve done a good job with your Client, ask if they’d be willing to connect you to other potential clients they know Ask: Do you know someone who would benefit from these products? Would you like me to contact them? Ask: Who else do you know? Ask them if they would be willing to give you a quote or testimonial on how well you served them or how well their oils worked for them. Post these on your Facebook or Website. Videos are a great way to capture testimonials and very effective! As you practice asking for referrals, more and more business will start to come your way. GOAL: Identify Interest Signals © 2018 EO METHOD ALL RIGHTS RESERVED

 ENGAGE Build a Culture Around Sales When everyone your team values sales, it

ENGAGE Build a Culture Around Sales When everyone your team values sales, it makes enrolling people much easier. Work in partnerships and create a recognition & rewards system that makes enrolling fun for everyone GOAL: Identify Interest Signals © 2018 EO METHOD ALL RIGHTS RESERVED

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your

EO METHOD - IN 6 SIMPLE STEPS A simple, concise way to engage your client’s needs and build relationships of trust for your Wellness Business… 1. FIND NEW CONTACTS 2. GET TO KNOW YOUR CLIENTS 3. BUILD TRUST 4. RESOLVE CONCERNS 5. ENGAGE 6. REGULAR WELLNESS REVIEWS © 2018 EO METHOD ALL RIGHTS RESERVED

 REGULAR WELLNESS REVIEWS 1. MEMBERSHIP ORIENTATION Do this within 1 -2 days of

REGULAR WELLNESS REVIEWS 1. MEMBERSHIP ORIENTATION Do this within 1 -2 days of receiving their enrollment kit In person whenever possible KIT Open each bottle and show them how to use each one (as per your recommendations) Bring a notebook to write down your protocol recommendations for them while you are going through everything LRP Back Office Overview Free Products for being a loyal customer – 125 PV/150 PV Team Culture Explain structure – 10%-30% with 50 PV 55% back in total Show them on their back office – do a “pretend order” where they can add things and delete them for practice before adding what they really want. © 2018 EO METHOD ALL RIGHTS RESERVED

 REGULAR WELLNESS REVIEWS 1. MEMBERSHIP ORIENTATION RESOURCES do. TERRA Website: www. doterra. com

REGULAR WELLNESS REVIEWS 1. MEMBERSHIP ORIENTATION RESOURCES do. TERRA Website: www. doterra. com - go through each tab Team Website: www. eomethod. com - go through menu do. TERRA emails: do. TERRA Blog Back Office & Account Log in Online Classes: www. eomethod. thinkific. com Facebook VIP Group – www. facebook. com/groups/eomethod Oil Books & Apps: Modern Essentials, Essentials of the Earth © 2018 EO METHOD ALL RIGHTS RESERVED

 REGULAR WELLNESS REVIEWS 2. MONTHLY WELLNESS REVIEW Once a month for first 3

REGULAR WELLNESS REVIEWS 2. MONTHLY WELLNESS REVIEW Once a month for first 3 months, then quarterly after that Zoom, Phone, in-Person – whatever works best 1. How is it going? What is your experience so far? Are you finding your way around your back office? 2. Do you have any questions? About the things you’ve read? Things you’ve watched? Products you’ve used? © 2018 EO METHOD ALL RIGHTS RESERVED

 REGULAR WELLNESS REVIEWS 2. MONTHLY WELLNESS REVIEW 3. Introduce current promotions Product of

REGULAR WELLNESS REVIEWS 2. MONTHLY WELLNESS REVIEW 3. Introduce current promotions Product of the month Any specials: BOGO, 200 PV, etc. 4. ** Offer to teach a class If new member has good experience with products, you can invite them to host a class for you to teach more about them If new member expresses interest in the business/sharing products you can introduce the compensation plan/business basics © 2018 EO METHOD ALL RIGHTS RESERVED

 “The reason I’m meeting with you today is… to evaluate what it is

“The reason I’m meeting with you today is… to evaluate what it is that you are needing, what goals you have and over what period of time. The way I do that is by gathering information such as: personal details, objectives, © 2018 EO METHOD ALL RIGHTS RESERVED