If you’re selling a high-value product like the iBody Smart EMS Training System, you’ll quickly notice a pattern:
Some leads are excited and ready to invest. Others ask for the price first, then disappear.
And a few? They want it — but may simply not have the money.
So how do you figure out who’s serious, who can afford it, and who’s wasting time — without sounding rude or judgmental?
This article shows you how to qualify leads the right way — using psychology, empathy, and subtle, effective questions.
Table of Contents
Never Ask: “Can You Afford It?”
That question puts people on the defensive, even if they do have money.
Instead, you need to:
- Read between the lines
- Ask lifestyle-based questions
- Use soft qualifiers
- Offer options that filter for budget — without pressure
Let’s break it down.
Step 1: Use “Routine” or “Lifestyle” Questions to Uncover Profession
Instead of asking, “What’s your income?” ask:
“What do you do during the day?”
OR
“What’s your routine like — mostly desk work, physical, or super busy?”
These questions naturally lead them to tell you:
- Their job title
- How busy they are (which ties into time-saving value)
- Their potential income level
Once they answer, mirror it to connect:
“Nice — we actually have a lot of clients in [real estate / admin / healthcare] using iBody weekly because they don’t have time for long workouts.”
Step 2: Ask What They’ve Tried Before
This reveals both past spending and motivation level.
“Have you tried anything else before — like gym memberships, diets, supplements?”
Then ask:
“How much time or money did you put into that?”
People who’ve spent AED 2,000+ on other methods are already spenders — they just need better value.
Step 3: Introduce Investment Language Gently
Avoid saying:
“It’s expensive but worth it.”
Instead say:
“This is more of a long-term health investment than a monthly gym cost — is that the kind of thing you’re looking for?”
Their answer tells you their money mindset.
People who say “yes, I’m done with short-term fixes” are usually ready to invest.
Step 4: Offer Flexible Payment Options — And Watch Their Response
Say:
“Some of our clients buy it in full, others use installments. Either way, we make it easy. Would you prefer something flexible?”
This tests whether they’re financially ready without confronting them.
If they hesitate or say “maybe later,” you know they’re not hot right now.
If they ask about the plans or terms — they’re qualified.
Step 5: Position the Free Trial as the Filter
If you’re unsure, offer a free session:
“Let’s schedule a free trial — that way you can see what it does before deciding if it’s worth the investment. Most clients say they’d have paid double after feeling it.”
This filters out people who aren’t serious — and lets you convert those who just need proof.
Bonus Tip: What to Say If You Know They’re Broke
Sometimes, you just know — they want it, but it’s not realistic now.
Here’s how to respond with empathy and opportunity:
“Totally understand. That’s why we also offer affiliate and referral options — so if you love it, you can actually earn your iBody by sharing it with friends. Let me know if you’d like info on that.”
Now you’ve planted a seed and kept the door open.
Final Thoughts: Qualifying Is About Respect
Whether someone is broke or wealthy, the goal is never to embarrass or pressure.
It’s to:
- Ask smart questions
- Understand their situation
- Offer value that makes sense to them
When done right, qualifying builds trust, authority, and sales — without pushy tactics.
Next Step: Want More High-Converting EMS Sales Tools?
Check out our full iBody Sales Toolkit or explore BODY TIME X for business, franchise, and affiliate opportunities.
And if you haven’t yet, meet Norbert Simonis — the visionary behind iBody and a pioneer in EMS fitness with 15+ years of global success.
5 Smart Lead Qualifying Questions to Identify Buying Power
These questions help you understand the lead’s budget, mindset, and seriousness, while keeping the conversation friendly and helpful.
1. “Are you looking for something temporary, or more of a long-term investment in your health?”
Why: People who think long-term are more likely to commit financially.
If they say “I want a long-term solution,” you know they value results over cost.
2. “What have you tried before, and how much time or money did you invest in it?”
Why: This reveals what they’ve paid in the past — gym memberships, personal trainers, surgery, etc.
If they say, “I spent thousands on supplements or personal trainers,” they can afford iBody — they just haven’t seen the right value yet.
3. “If you found a solution that gets results with only 10 minutes a week, would that be something you’d prioritize right now — or more like later?”
Why: This separates the serious leads from time-wasters.
If they say “later,” you can mark them as cold and move on or nurture them.
If they say “yes,” you know they’re mentally ready — next is confirming the budget.
4. “We do have flexible options — some people invest in the full package, others prefer installment plans. Would either of those work better for you?”
Why: Now you’re soft-checking their financial flexibility.
If they say “Can I pay in parts?” they might not have full cash now — but are still a warm lead.
5. “Is this something you’d be doing just for yourself, or is your partner or family also interested in using it?”
Why: People who see the product as a family investment are more willing to spend.
What NOT to Ask
- “Do you have the money?” → Too aggressive, creates shame or defense.
- “Can you afford this?” → Insulting if they do have money, or uncomfortable if they don’t.
Bonus: What If You Know They’re Broke?
If you suspect they have no money:
“I totally get that — many of our clients felt the same at first. But after they saw what iBody can do, they found a way to make it happen. That’s why we offer a free trial — to let you experience it first, with zero risk. If it’s not for you, that’s totally fine.”
Then down-sell or offer them the affiliate opportunity to earn their iBody.
How to Ask What They Do for a Living (Subtly & Smart)
Option 1: Friendly Curiosity
“Just out of curiosity, what line of work are you in?”
(Tone: casual, friendly, like small talk)
Why it works: It sounds natural and opens the door without pressure. Most people are happy to talk about their job.
Option 2: Tie It to Their Goals
“What do you do during the day? I’m asking because I always try to understand my clients’ routine to see how iBody can best fit into their lifestyle.”
Why it works: It sounds helpful, not nosy. You’re aligning it with customized support.
Option 3: Use Their Fitness Goal as the Hook
“That goal is totally achievable! Are you working more desk-based or active during the day?”
Why it works: This gives you clues about their job type and activity level, and lets you naturally lead into “What kind of work do you do?”
Option 4: Business-Minded Approach
“We work with a lot of busy professionals — from business owners to freelancers to corporate employees — and we customize iBody for each. What kind of work are you in, if you don’t mind me asking?”
Why it works: This sets context that others like them are already using the product, and makes it feel normal to ask.
Pro Tip:
Once they answer, mirror and adapt. For example:
- If they say “I’m in real estate”, you can say:”Makes sense — lots of our clients in real estate love iBody because it’s time-saving and keeps them sharp without gym hours.”
- If they say “I’m not working right now”:“Totally fine! Many people use this period to focus on their health — we even offer options to earn with us through referrals or affiliate partnerships, if that ever interests you.”
