Useful offer research begins with the prospect's experience, not with a pitch for the programme you already want to sell. You need to understand the problem in their words before deciding how to describe your help.
Ask open questions and follow concrete details. The aim is to learn, not to obtain approval for your idea.
Ask: "What are you trying to change?" Then ask what that looks like during an ordinary week. Where does it become difficult? What happens immediately before they stop following the plan?
Specific situations are more useful than labels such as motivation or discipline. They can reveal the kind of support the person actually needs.
Ask what they have tried and what they found useful or frustrating. Avoid correcting their explanation while they are giving it.
You are looking for the gap between the approach they used and the support they needed. That does not mean every previous provider was wrong or that your method is automatically better.
Ask why the outcome matters and what improvement would mean in daily life. Keep the answer in their language. Do not turn a modest goal into an exaggerated transformation claim.
Then ask what a helpful coaching service would look like, including the support, communication and practical constraints.
Once you understand the problem, explain a specific service and ask whether it fits. If they decline, ask what made it unsuitable. A polite compliment is not the same as a buying decision.
Take notes or record only with appropriate permission. Keep identifying details out of shared research summaries unless needed and authorised.
Compare several conversations for recurring patterns. Use those patterns to write the offer, then test it with more suitable people. Research is most useful when it changes a decision rather than becoming a document nobody uses.
Related guide: How to choose a niche for online fitness coaching.
For the wider process, read our guide to building a lead-generation process for online coaching.
See how Propane approaches building an online coaching business and decide whether the approach fits your next step.
Watch the Propane training *DISCLAIMER: The sales figures stated above and in this training are our personal sales figures or sales figures of our clients. Please understand our results are not typical. We're not implying you'll duplicate them (or do anything for that matter). The average person who buys any "how to" information gets little to no results. We're using these references for example purposes only. Your results will vary and depend on many factors including but not limited to your background, experience, and work ethic. All business entails risk as well as consistent effort and action. If you're not willing to accept that, please DO NOT register for this training.
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