3-Way Calls: What, Why, When & How
What is a 3 way call?
A 3 way call (or conference call) is when a consultant brings their guest on the line with you (the sponsor) to hear more
about your story and the company story.
Why are 3 way calls important?
These calls provide third-party validation, and social-proof (allows contacts/customers to see what’s possible by hearing
other success stories). For new wellness advocates, the calls are invaluable as it allows them to get off to a fast start
(simply learning the art of inviting–inviting to a class, event or call) and following up with a 3 way call (where their
sponsor can help them answer questions, objections, and close). This allows new wellness advocates to leverage the
experience of the sponsor and let’s the new wellness advocate get off a fast start while they’re still learning/perfecting
their story, this helps them develop their language, skill, and knowledge base. It allows the new wellness advocate to learn
how to answer questions and handle objections. Not to mention, these calls foster quick duplication in your organization.
Leaders use these calls too, as it allows their prospect to hear different perspective and provides further validation of the
opportunity.
When to use 3 way calls?
I recommend that you invite a prospect to a 3 way call with your sponsor, or an upline leader after they’ve expressed some
interest (they’ve listened in to an opportunity call, attended an event, or reviewed material and are open to learning more.)
How to do a 3 way call
Google “how to do a 3 way call on an iPhone” or whatever phone you have, practice dialing in 2 other people before you
do your actual call.
Scheduling the 3 way call
When a prospect expresses interest after hearing more from you, or from a call, meeting or event, scheduling a 3-way call
with your sponsor or upline afterward is very powerful. If you are new, simply say: “I want to share more, but I’m new
and just getting started. Can I introduce you to my business partner to share more with you? This way, you’ll get all of
your questions answered, and this will help me to learn more as well!” (Edify your sponsor and share their success story
to provide further validation of the opportunity, and what’s possible. You want them realizing what an amazing
opportunity they have talk talk with your sponsor, she’s busy, been very successful, etc. If you approach them thinking, if
I can just get them on this call it will change their life, imagine them getting a million $ by being on the call. How would
you approach the invitation?).
If you’re not new you can say “I have access to a top leader in the company and I’d love to introduce them to you. You’d
enjoy hearing her story and I think you guys would get along well. Can I make a quick introduction?”
10 Steps to an Effective 3 Way Call
Building Your Business From Home
Video Presentation - http://bit.ly/1DPKvRr
Step 1: Before your 3-call – Your leader needs to properly edify you
And once they are on the call with you and introduce you to their prospects, they MUST be quiet and let you
control the conversation.
Step 2: Take time for discovery questions:
a. Tell me about…
b. How long have you…
Step 3: Ask Need/Problem Questions
a. What is the most frustrating thing about (job, financial situation, home life, etc.)
b. What would you like to change about (job, financial situation, home life, etc.)
c. What financial goals are you wanting to accomplish?
Step 4: Ask Pain Questions
a. What impact does this have on your family?
b. What impact does this have on your job?
c. What are the consequences of not solving this issue?
Step 5: If the prospect isn’t very familiar with doTERRA’s business opportunity; or you want to give them some
more information about it, this is where you would do that. Then ask Solution/Benefit Questions.
a. How valuable would it be to you…?
b. What benefits do you see from…?
c. If you could wave your magic wand and doTERRA was exactly what you wanted it to be in your life, what
would that look like?
Step 6: Ask specific questions to find out how to best support them in their doTERRA business.
a. Would you like to supplement or replace your income?
b. What does it mean to you to supplement your income, is it $500/mo. $1,000/mo. Or $2000/mo.?
c. What does it mean to you to replace your income, is it $2,000/mo, $5,000/mo, $7,000/mo or
$10,000+/mo?
d. By when would you like to reach this income goal, in 3 months, 6 months, 12 months or 24 months?
e. How many hours per week would you be able to commit to your doTERRA business in order to reach your
goal?
Step 7: Ask them the following questions:
I think I understand more clearly what your goals are and how I can support you in those goals. Is there anything
else that you need to know in order for you to feel comfortable building a residual income with doTERRA? (IF they
have more questions, answer them.)
Step 8: End with a call to action.
Let’s schedule another time when we can go over a specific business plan. We will outline together a 30-day, 60day and 90-day action plan. I can talk next (Tuesday), what time is good for you, (morning or afternoon)?
Step 9:
Tell them you have really enjoyed talking to them. Make sure you use Dynamic Listening skills.
(Remember a detail about the conversation from what they told you earlier in the conversation and refer to it!)
Tell them that you look forward to putting a business plan together with you.
Step 10: Tell them you have to jump off the call, make sure you edify your leader and let your leader continue
talking with them.