2. 2 Follow-ups Daily

3. “The FORTUNE is in the FOLLOW-UP”

4. Sales Statistics

5. 2% of Sales are made on the 1 st contact

6. Sales Statistics 2% of Sales are made on the 1 st contact 3% on 2 nd contact

7. Sales Statistics 2% of Sales are made on the 1 st contact 3% on 2 nd contact 5% on 3 rd contact

8. Sales Statistics 2% of Sales are made on the 1 st contact 3% on 2 nd contact 5% on 3 rd contact 10% on 4 th contact

9. Sales Statistics 2% of Sales are made on the 1 st contact 3% on 2 nd contact 5% on 3 rd contact 10% on 4 th contact 80% on 5 th to 12 th contact

10. 10% of Salespeople Generate 80% of Sales

11. Here’s WHY

12. 48% of Salespeople NEVER FOLLOW UP with a prospect

13. Here’s WHY 48% of Salespeople NEVER FOLLOW UP with a prospect 25% only make 2 nd contact and then stop

14. Here’s WHY 48% of Salespeople NEVER FOLLOW UP with a prospect 25% only make 2 nd contact and then stop 12% only make 3 contacts

15. Here’s WHY 48% of Salespeople NEVER FOLLOW UP with a prospect 25% only make 2 nd contact and then stop 12% only make 3 contacts ONLY 10% make more than 3 contacts

16. 10% of Salespeople Generate 80% of Sales

17. Be one of the 10%

18. HAVE A SYSTEM If you aren’t recording your contacts, how can you know when, how, and what to say when you follow up with people?

19. HAVE A SYSTEM If you aren’t recording your contacts, how can you know when, how, and what to say when you follow up with people? 1 month = 50 contacts 3 months = 150 contacts 1 year = 600 contacts

20. When to follow up… -if you are agressively working on an issue (health issue), then check back the next day -second contact? 2-3 days *ASK when and how a person WANTS you to follow up: “When should I check back in with you?” “I want to make sure we find what works for you, when is the best time to call back?” Help your contact figure out when to use the product

21. USE YOUR SYSTEM RECORD when and how you are going to follow up with people You might consider adding a specific time to your calendar so you remember.

22. What to say when you follow up: - “Hi! This is Becky Cox from the doTERRA class Thursday, I just wanted to check in and see if you had a chance to try those samples we gave you…” -“Just wanted to check back and see what kind of results you are getting from the oregano and melaleuca… -“Hi! I talked to Julie and she mentioned you were having some sensitivity with the oregano and melaleuca, just wanted make sure you were using it diluted…” -“I just read an article about a similar situation to yours” -“I just spoke with a friend about an issue like yours…” -SHARE YOUR WORD TRACKS

23. Follow Up AGAIN Assume that “No” means “Not now.” It usually does…