Learn More About Finding Clients With Surveys
What You'll Learn
In this lesson you'll discover how to find new clients by creating simple surveys for your audience.
Why is This Important?
People love to fill in surveys and it is an absolutely treasure trove of valuable information. You're going to get incredible data that will allow you to connect and effectively market to your audience.
Further, the people that fill in the survey are telling you *exactly* how you can help them. Follow them up and you will get new clients from this.
In this lesson you'll discover how to find new clients by creating simple surveys for your audience.
Why is This Important?
People love to fill in surveys and it is an absolutely treasure trove of valuable information. You're going to get incredible data that will allow you to connect and effectively market to your audience.
Further, the people that fill in the survey are telling you *exactly* how you can help them. Follow them up and you will get new clients from this.
Step 1: How To Create Your Survey
Some website providers will have built in survey functionality (like the one we use to build our clients websites). If you do not have that functionality, you can use Survey Monkey to create a basic survey, or Jotform to create a more complex one that embeds in to your website and looks nicer.
I've tried both in the past and would suggest you opt for the easier option of Survey Monkey in this situation. It's free to ask up to 10 questions and collect 100 responses.That should be enough for most people, or you can upgrade to a paid plan to take up to 1000 responses.
Ask your audience 4-8 questions that are going to give you useful data and understanding about your niche. It's generally a good idea to start off with simple, closed questions and move in to more open-ended questions that require a little thought.
You need people to actually complete the survey, and to do that, you want them to build momentum by starting off easy. You can either collect their contact details on the form, or do it anonymously. I will show you how to follow up with people who do it anonymously if you choose that route.
The benefits of it being anonymous are that people will often open up and be more honest than they might otherwise be, and they may be more willing to complete the survey. The benefits of it not being anonymous are that you know exactly who says what and can follow up accordingly.
Be sure to post your survey on Facebook or in an email with the following script:
I've tried both in the past and would suggest you opt for the easier option of Survey Monkey in this situation. It's free to ask up to 10 questions and collect 100 responses.That should be enough for most people, or you can upgrade to a paid plan to take up to 1000 responses.
Ask your audience 4-8 questions that are going to give you useful data and understanding about your niche. It's generally a good idea to start off with simple, closed questions and move in to more open-ended questions that require a little thought.
You need people to actually complete the survey, and to do that, you want them to build momentum by starting off easy. You can either collect their contact details on the form, or do it anonymously. I will show you how to follow up with people who do it anonymously if you choose that route.
The benefits of it being anonymous are that people will often open up and be more honest than they might otherwise be, and they may be more willing to complete the survey. The benefits of it not being anonymous are that you know exactly who says what and can follow up accordingly.
Be sure to post your survey on Facebook or in an email with the following script:
"I'm looking for 10 [TYPE OF CLIENT] who are struggling with [THEIR PROBLEM] to help me create and amazing solution, guaranteed to get you results. All you need to do is answer these 8 questions as honestly as you can.
[LINK TO SURVEY]
Step 2: What To Ask In Your Survey?
What you ask is going to depend on what you want to know. Start with simple questions like:
For these questions, make it as simple as possible. Use checkboxes, multiple choice and pre-filled answers where possible. For example, I would ask age by ranges "25-35", rather than the exact number.
After a couple of basic background questions, we get in to the important questions and we want to learn a few things here. I've put them in to categories with a couple of example questions.
Their level of pain
Their buying history
Their big problem
You will see that in this section, they will tell you the pain/problem they face, what they have bought before (and therefore are open to buying) and what they think they need to achieve their goals.
In other words, they have told you exactly what and how to sell to them.
- Age
- Gender
- Are they currently working out?
For these questions, make it as simple as possible. Use checkboxes, multiple choice and pre-filled answers where possible. For example, I would ask age by ranges "25-35", rather than the exact number.
After a couple of basic background questions, we get in to the important questions and we want to learn a few things here. I've put them in to categories with a couple of example questions.
Their level of pain
- How long have you been trying to [lose weight/gain muscle/etc]?
- How important is it for you to [lose weight/gain muscle/etc] on a scale of 1-10?
- How is your current [body/weight/etc.] negatively impacting your life?
- What would change in your life (aside from your body) if you could [achieve their goal]?
Their buying history
- How many times have you tried to [lose weight/gain muscle/etc] before?
- What was the last product/service that you bought to help you [lose weight/gain muscle/etc.]? What was the best thing and worst thing about it?
Their big problem
- What is your single biggest problem/challenge with your body/fitness/weight that you desperately want to change right now?
- What is the one thing that you need to achieve your primary body/fitness goal?
You will see that in this section, they will tell you the pain/problem they face, what they have bought before (and therefore are open to buying) and what they think they need to achieve their goals.
In other words, they have told you exactly what and how to sell to them.
Step 3: How to Follow Up & Get New Clients
Once you've got this information there is a 3-step follow up process that will help you to get more clients.
Step 1
If you have the contact information for each entry, simply follow up with an email asking them about the information they gave you and transition in to offering to jump on the phone for 20 minutes and help them out.
Step 1
If you have the contact information for each entry, simply follow up with an email asking them about the information they gave you and transition in to offering to jump on the phone for 20 minutes and help them out.
"Hey Jane Doe,
Thanks a lot for completing the survey, I'm really grateful.
I saw you said that you're struggling with [knowing which diet to follow to lose weight]. I've got a couple of slots open this week, shall we jump on the phone for 20 minutes and I'll help you get a plan together that's going to help you [lose 20lbs].
[Sign off]"
Get on the phone with Jane Doe, dig deeper in to her problems and desires, give her a little advice on her biggest problem, her diet in this case, and then make an offer to help her out by working together.
When someone has completed the survey, they are basically asking for your help. They wouldn't bother otherwise. Send them a simple, personal email based on what they said and a good percentage of them will be happy that you are following up and showing you care. They will happily get in to a consultation with you and some will go on to become a client.
Step 2
Send out an email and social media post based on the results you got in the survey.
After following up the really hot people (those who filled in the survey, not the best looking people) you're going to collate the data and send it out to everyone else. People might not take the time to complete the full survey, for whatever reason (people are busy), but they might be able to give you a simple A, B, or C answer.
Thanks to all of those who completed the survey the other day. I'm very grateful, it really helps me to create the content and help that you guys need. Allowing me to serve you to the best of my ability and help you meet your goals.
The survey results were interesting, the top 3 things people said were:
A) [My biggest struggle is knowing what to eat]
B) [My biggest struggle is that I don't like the gym]
C) [My biggest struggle is consistency and not giving up after 2 weeks]
I'd be really interested in which you most relate to? Just write me back an A/B/C.
Thanks!
[Sign off]"
Obviously fill in your own survey answers. You can do this for people's pain point, goal, biggest struggle - whichever you think is the juiciest piece of information.
Post this to your Email list and social media channels, and then repeat step 1 for everyone who gives you an answer. Reaching out and asking about whichever one they identify as the one that resonates.
Step 3
Take all of the information that you have learnt from the survey and the follow up in step 2. You might also want to add in any more information that you got while speaking to the people who responded.
Use this information to make an offer specifically based on what you've learnt. If a number of people who complete the survey are struggling with the same thing, other people will be too.
A percentage of these people are going to respond if you make an offer that precisely describes their situation. Again go to your email list and social media with this offer...
I'm looking for 3 people who [are struggling to lose 15-20lbs because they simply don't know where to start with healthy eating].
I have a few slots open this week to get on the phone for 20 minutes and create a plan to get you started towards [dropping 20lbs and regaining your self-confidence, so you can wear all of your favourite outfits again with pride].
Reply/comment if you want to talk.
[Sign off]
P.S. The call is absolutely FREE"
Obviously follow up with those who respond and get on a consultation.
Follow up with people who completed the form anonymously
Send the form to your email list and your email service provider will show you who clicked on the link through to the form.
Simply email these people and say;
Hey [Jane Doe],
I saw you clicked through to the survey but your answers are anonymous. Just wondered what you said your biggest struggle/main goal was right now?
[sign off]"
You'll not get a response from everyone, but sometimes the real honest data you get, and following it up with steps 2 and 3 above is worth losing out on some of the leads in step 1.
Step 4: How to Use the Incredible Data You Get Back
You're going to learn a lot of incredibly useful information from this data. Here's some things to look out for and how to use them.
Recurring answers
Same thing coming up over and over again? That is what you need to be offering to your potential clients. They're telling you what most of them want and need. Tailor your marketing and service accordingly.
Precise language
Look at how people say certain things. The clients experience and understanding on the subject will not match yours. They probably speak about it differently. For example, lots of clients talk about 'toning up', but fit-pro's don't, because they know it doesn't mean anything. That doesn't matter, if you want to connect with your audience, you should repeat their language back to them. The more you can sound like your audience, the more they will connect with you.
Secondary problems or benefits
This will mostly come when you are following up with people. You might notice that a lot of people say they struggle to lose weight, but when you get in to an actual conversation and dig a little deeper, the real source of their pain is the lack of self-confidence and their wardrobe not fitting anymore, which gets them down. If you can speak to that level in your future marketing, they will feel that you really understand them and care about them. They will be much more likely to do business with you, over someone who only talks about the surface level issue.
Targeting information
Are the majority of your audience in a certain age range? Are they mostly people who do not currently go to the gym? You're going to find information about how to speak to these people, and also where to look for them in the first place.
What people have tried before and the level of knowledge they have
Have most of your audience had PT's or been members of gyms before? Or are they coming from Slimming World and Weight Watchers. The understanding and expectation of what you do is going to be very different based on their past history. Thus, the way you should speak to them will be different.
Further, what people have bought before heavily indicates how to sell to them. They will buy something again that offers a similar promise. If someone has come from a diet club, you telling them that diet clubs are stupid is going to turn them off. They think they need the support of weekly weigh ins, or to be told exactly how many calories to eat. Whether that is something you believe in or not, it doesn't matter.
You offer them what they want and give them what they need. Before someone is a client, they're not going to listen to your advice. So get them signed up, by appealing to what they want, and then slowly change their beliefs, educate them and help them to improve.
Recurring answers
Same thing coming up over and over again? That is what you need to be offering to your potential clients. They're telling you what most of them want and need. Tailor your marketing and service accordingly.
Precise language
Look at how people say certain things. The clients experience and understanding on the subject will not match yours. They probably speak about it differently. For example, lots of clients talk about 'toning up', but fit-pro's don't, because they know it doesn't mean anything. That doesn't matter, if you want to connect with your audience, you should repeat their language back to them. The more you can sound like your audience, the more they will connect with you.
Secondary problems or benefits
This will mostly come when you are following up with people. You might notice that a lot of people say they struggle to lose weight, but when you get in to an actual conversation and dig a little deeper, the real source of their pain is the lack of self-confidence and their wardrobe not fitting anymore, which gets them down. If you can speak to that level in your future marketing, they will feel that you really understand them and care about them. They will be much more likely to do business with you, over someone who only talks about the surface level issue.
Targeting information
Are the majority of your audience in a certain age range? Are they mostly people who do not currently go to the gym? You're going to find information about how to speak to these people, and also where to look for them in the first place.
What people have tried before and the level of knowledge they have
Have most of your audience had PT's or been members of gyms before? Or are they coming from Slimming World and Weight Watchers. The understanding and expectation of what you do is going to be very different based on their past history. Thus, the way you should speak to them will be different.
Further, what people have bought before heavily indicates how to sell to them. They will buy something again that offers a similar promise. If someone has come from a diet club, you telling them that diet clubs are stupid is going to turn them off. They think they need the support of weekly weigh ins, or to be told exactly how many calories to eat. Whether that is something you believe in or not, it doesn't matter.
You offer them what they want and give them what they need. Before someone is a client, they're not going to listen to your advice. So get them signed up, by appealing to what they want, and then slowly change their beliefs, educate them and help them to improve.
Step 5: Conclusion & Next Step
Surveys are a very friendly way to open conversations with potential clients and they don't come across as a hard-sell at all. They are also incredibly valuable for learning about your market and how to tailor your messaging in the future to really connect with them.
The better you understand your market, the more effective your marketing efforts will be, no matter which strategy or medium you are using.
Go ahead and action this Execution Plan. After all, it only works if you apply the information. It shouldn't take more than an hour to set up a survey and send it out, then a bit of follow up time with the people who respond.
The better you understand your market, the more effective your marketing efforts will be, no matter which strategy or medium you are using.
Go ahead and action this Execution Plan. After all, it only works if you apply the information. It shouldn't take more than an hour to set up a survey and send it out, then a bit of follow up time with the people who respond.
