Do you know why your house list of prospects and leads aren’t buying training from you?

Some of the most valuable intelligence you can ever gather is…why people aren’t buying your fitness services.

Because when you know those objections, you can find ways to overcome them.

Not with magical words, but with real solutions they WILL buy.

It could be something as simple as price, which is easy to overcome by just offering a lower priced option that includes less of your time commitment.

But it might be something more complex…like they don’t trust you, or believe you can help them.

Or it could be any number of other things.

The point is, you need to do your best to find out why people on your list aren’t buying from you.

There are lots of different ways to do that. Here’s one that’s simple and easy to implement right now that will quickly bring you some valuable intelligence you can use to better craft your message and offers so people will buy more…

Ethical bribes work. Dangling a carrot someone can grab just for doing a simple task will generally bring positive results.

But reversing the order – giving first in order to get later – can often work even better.

So here’s a nice little ‘give to get’ tactic you can deploy this weekend that will bring you some all-important insight into why people aren’t buying from you more consistently.

And it also strengthens the bond – the relationship – you have with your list.

In a nutshell, what you want to do is give something of value to your list first, and then ask them to answer a simple question.

What should you give them?

Well, information is always appreciated when it’s good.

So you could offer a report, an article, an audio or a video.

All are good options, but video is probably the best because it’s:

1. Quick and easy for you to create
2. Quick and easy for the viewer to consume
3. A better relationship-building tool (because they get to see and hear you, which improves the chances they will get to know, like and trust you)

Okay, so we’ve decided on video for your ethical bribe/gift.

Now, what should your video be about?

Well, rather than just pull something out of you-know-where, why not be strategic about this? Yeah! Cool!

Here’s a little list of idea-stimulators (certainly not comprehensive, but a great place to start):

• What are the most common questions you get asked by people who want to lose weight and get in great shape?
• What are the 5 biggest reasons people struggle with weight loss?
• What ‘secret’ tips can you share that most folks don’t know? This is a great one. And the truth is that a lot of the information you know so well that you take for granted, ‘normal’ people don’t have a clue about.
• Do a review/critique of a couple of the latest fitness fads, products or diets.
• Teach 3 simple exercises they can do at home 3-4X/week for the next 30 days that will put them on the “fitness fast track.”
• Take them inside your kitchen and talk about how you shop and what you eat (great relationship builder and folks are ALWAYS curious about how YOU do what you do).
• Tell them what YOUR workout consists of and teach them something they can do now to ‘imitate’ you.

I could go on and on. The possibilities are pretty limitless.

Just pick something (it doesn’t have to the ‘perfect’ topic…it just has to ‘be’). Motion beats meditation every time.

Then break out your flip video and record a 5-7 minute video.

At the end of the video, have a CTA (call to action). In this case, your CTA should be something like this:

“I hope you liked this video and got value from it. If so, I’d really appreciate it if you will do me a quick favor that only takes about 60 seconds. Under this video (point down) is a link to a simple, one-question survey. That’s it, just one quick question. Will you please click that link and answer the question? It would mean a lot to me, and it will help me to help you. Thank you very much, and make it a great day.”

Then load your video to your youtube channel and post it to your blog.

Go join surveymonkey.com (it’s free) and set up a survey. Or, you can build out your own text box field right into your blog so they don’t have to click anywhere. You just have the survey question and text box field (for their answer) right under your video.

Either way, it will work fine.

Here’s an example of the question to ask in your survey…

Question: If you are not a client of ours here at (name of your business), please tell me why you have not taken advantage of our guaranteed fitness services. Write as much as you want in the space provided below, and please be as specific as possible. Also, don’t worry about hurting my feelings! I just want your honest feedback, so please don’t censor your comments. This is completely anonymous. As you can see, I’m not asking for your name or email or anything that identifies who you are. So just let ‘er rip, okay? THANK YOU VERY MUCH!

Do that and not only will you tangibly demonstrate how much you care about helping people – which goes a long way towards strengthening relationships – you’ll also discover some things about your market, and possibly your services, you did not know. I promise you that.

See, when you’re in the forest every single day, all you see are trees. Sometimes – many times – you are just too close and need a little perspective. This kind of feedback will give you that perspective – and if you pay close attention to the answers, they can give you some amazing ideas that will – if acted upon – definitely increase your ability to provide solutions people will buy.

If you have any questions or comments about this, or anything else I can help you with, just post them below, okay?

Make it a great day!
Eric