The Rating Form
Imagine how exciting it would be if your all prospects would decide to purchase essential oils without any convincing on your part! This can happen. It isn’t what we hear about a product as much as our experience with it [which gives us a feeling about it] that convinces us of its value. Doesn’t it make sense, then, that we should allow our prospects to have an experience of Aromatherapy before we expect them to make a purchase?
Just letting a prospect smell an essential oil, 99% of the time won’t be enough. You know they will have a positive experience when this happens, but the positive experience needs to be measured to demonstrate the value of essential oils. There must be a way to capture and document the “Before” to attribute a value to the “After”.
It’s called a baseline. The tool which captures the baseline is the Rating Form. This Form has the same questions printed twice; once at the top and again at the bottom of the page, with a fold line between the two. The prospect answers the questions “Before” inhaling your essential oils and “After” the experience. This is the process that lets the essential oils do the convincing for you:
The Rating Form should be brief. The questions can be something like this:
- On a scale of 1 – 10, with 10 being very happy, how are you feeling at the moment?
- On a scale of 1 – 10, with 10 being very motivated, how motivated do you feel right now?
- On a scale of 1 – 10 with 10 being very high energy, rate your energy level right now.
- On a scale of 1 – 10, with 10 being the most confident, how optimistic are you feeling about your life?
- On a scale of 1 – 10, with 10 being the most peaceful, how are you feeling right now?
- On a scale of 1 – 10 with 10 being the most pain-free, please rate your aches and pain right now.
- On a scale of 1 – 10 with 10 being the most clear, please rate your mental clarity at the moment.
This can be used for Workshops or meetings large and small. Greet your prospects at the door with the Rating Form and ask them to answer the questions at the top. You want to do this before they have a chance to smell any essential oils. In this way you will get a good baseline.
After a lively meeting in where many bottles of essential oils have been opened and sampled, ask prospects to take out their Rating Forms and, without looking at the answers at the top of the form, answer the same questions again at the bottom of the form.
Go over the questions asking how much the numbers changed for each question. Invite people to share their results. Compare total scores for before and after inhaling essential oils. Observe the faces of the people as they realize how much just a couple of hours of inhaling essential oils have affected them physically and emotionally.
Question: Who has done the convincing?
Answer: The results on the Rating Forms, the other prospects, the essential oils; but not you! You haven’t had to stack statistics in front of them, nor dazzle them with scientific explanations. You’ve simply given them an opportunity to test essential oils in the laboratory of their own bodies and to look at the results as they reported them. What people really want to know before they make a purchase is “What’s in it for me?!” The Rating Form process allows them to see for themselves the answer to that question.
It takes only one bottle of essential oil to turn a prospect into a customer. Sell that bottle!
The Rating Form can be used on its own or in combination with The Wellness Consultation which will be introduced in the next article.
Photo credit: Sam Sheratt
©2007 Terra Cotta Pendants About the author: Lori Gosselin has worked in network marketing since 1997. In 2003 this passion led to the creation of www.Terra-Cotta-Pendants.com This is the tenth in a series of twelve Articles which outline a simple way to market essential oils.
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