The Essential Oils Method

1. Grow Your dōTERRA Business The Essential Oils Method An Easy Formula for Approaching & Developing New Members in 6 Simple Steps

2. 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

3. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • RWR – REGULAR WELLNESS REVIEWS

4. 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!

5.  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!

6.  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!

7. 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!

8.  MAKINGCold 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!

9. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • RWR – REGULAR WELLNESS REVIEWS

10. 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

11. 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!

12. 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

13. 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

14. 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

15. 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 –> RevOILution • Financial Stability • Looking for second income/income stream opportunity GOAL: Find out your Clients’ Concerns, Goals, & How they want you as an advisor

16. 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

17. 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

18.  Interest Signals

19. 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

20. 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

21. What to Say to get appointments • Get them talking about themselves – engage in discussion by: • Asking Questions • Listen forKey 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 After introductions and during the Fact Find: GOAL: Make Appointments Consistently!

22. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • RWR – REGULAR WELLNESS REVIEWS

23. 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

24.  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 doTERRA 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

25.  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 doTERRA 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

26.  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

27. 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

28.  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

29.  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

30.  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

31.  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

32.  CREATE CREDIBILITY So, do you think TRUST is important when helping people with such personal issues? • CIRCLES OF TRUST • Market • 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 doTERRA’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

33.  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

34. 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

35.  High trust behaviors • 13 Behaviors of High Trust Each of the these behaviors relate to either our Competence, Character, or Both GOAL: Demonstrate Character & Competence in Relationship Trust

36. 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

37.  Prepare helps • Keep a Contact Journal • Record notes from each meeting • Keep Client info current & accurate • Create a Client’s Needs List • 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

38.  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 • doTERRAwebsite: www.doterra.com • Your Personal doTERRA site: www.doterra.com/yournameorWA# • 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

39. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • RWR – REGULAR WELLNESS REVIEWS

40.  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

41.  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

42. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • RWR – REGULAR WELLNESS REVIEWS

43.  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 doTERRA 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 decision. GOAL: Identify Interest Signals

44.  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

45.  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

46.  engage • Build a Culture Around Sales • When everyone one 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

47. 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… • FIND NEW CONTACTS • GET TO KNOW YOUR CLIENTS • BUILD TRUST • RESOLVE CONCERNS • ENGAGE • REGULAR WELLNESS REVIEWS

48.  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/150PV Team Culture • Explain structure – 10%-30% with 50PV • 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.

49.  Regular wellness reviews • 1. MEMBERSHIP ORIENTATION • RESOURCES • doTERRA Website: www.doterra.com- go through each tab • Team Website: www.eomethod.com- go through menu • doTERRAemails: • doTERRA 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

50.  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?