Offering classes allows you to have an offering that more people can afford, to help more people at one time, create community and increase your hourly rate. But, filling those classes can feel like you’re throwing spaghetti at a wall and hoping it sticks. And, worse, when a class isn’t full it can not only hit your wallet but can feel deflating, personal and exhausting. So, how do you fill your classes? Especially today when it seems like everyone is giving classes away for free!
Know who you want to come to class. Ok, so you might not know their real name but you need to have an idea of who they are. What they do and what they are searching for. Then you need to reach out to the them where they are already hanging out.
Know the communities your future attendee is hanging out. Yep, where do they work, grab coffee, shop, workout? Who is their best friend? How can you collaborate, partner up or get their bestie to invite them to your class?
Get creative! You do not need to post about your class times on your social as much as you think. Instead, post about what people are saying, what they are experiencing, and what they will get by coming to your class. Let them look up what your schedule is. You’ve got .5 seconds to get them to stop scrolling IF they are even already following you. So, use that real estate to show off why you rock and who are for.
Go where they are. This doesn’t have to be in person although that is faster. You can use the beauty of social media geotagging, forums, and groups to find your people and then get to know them. Yep, notice how I didn’t say invite them to your class just yet. Instead, introduce yourself, ask them about themselves. What do they like to do? Think of it like dating!
Be consistent! You’re gonna want to give up the first few times your classes are lackluster in attendance. But, it now takes 7-17 touchpoints for people to make that decision. Yep, FB says average is 12 ads of the same offering before people click. And the other research out there is 7-17…that means you can talk about it once and then be disappointed that people didn’t flock in droves. Get in front of your ideal client as much as you can and be consistent in sharing why you rock and what they get by taking your classes.
For more strategy on getting the word out there let’s do a coaching call. Depending on if you’re a studio owner trying to fill everyone’s classes or an instructor trying to fill your own there are some tactical strategies that will be unique to your goals.
Until then, know who you are talking to, get in front of them often, and then remind them a few more times.
And, do yourself a favor and don’t race to the bottom on the discounts to get people into class. People are not googling “cheapest Pilates class near me.” Own your worth and people will value your classes even more!
Contact me here to strategize filling your classes.
It’s hard to do the work that is outside of your comfort zone. It’s hard to know if it’ll be worth it> If it will work or even what to do next. But, staying where you are, playing it safe or small will feel even worse. What can you do differently this week?
What feels unsafe?
Making changes to your business is never easy. How do you know what to do first? You’ve got bigger goals for your business but it can be hard to know what to do when you’re in it. And, scary when you feel like you need to make big changes to get what you want. No matter where you want to go in your business you need to have these 5 things to make your magic happen.
How much do You want to make? Your goals don’t need to be only about money. But, it’s important to make sure your business is paying more than your bills so that you can stay in business. Also, find out what your hourly rate is. This will be key for #4.
Get super clear about who you want to teach, when you want to teach and where.
A website that shares #2 and takes clients on a journey towards choosing you. If you don’t have a mobile-friendly website then check out this course. If you do, then take yours to the next level with this course.
Help! You don’t have to hire a full-time assistant straight out of the gate. But, getting clear on your strengths and hiring people to do things that do not bring you joy or money is key to creating more of you and getting more done. You don’t need to be the person to do things like grocery shop, research or make changes to your website. Yes, hiring people costs money but remember the answer from #1. Anyone that you have do work that doesn’t need to be done by you is saving you money.
Support! Whether it be a business partner, family member, coach or accountability partner you can only go so far on your own. Which is why I created my online coaching group. To help teachers and studio owners get advice, ideas, unstuck, feel empowered and more. Who is in your corner?
I’d love to hear which of these things you feel you have in place and which things you need to get in place in the comments below. You don’t need to wait until you’re ready to make your moves. In fact, who knows when you will feel ready. A little secret, I never feel ready for anything I do.
It’s funny how many people think I am so patient. I guess I didn’t realize at what point practicing patience started working. But, the truth is you can have all you want just not all at the same time. So, what do you want so badly you’re willing to be patient for it?
Your business changes all the time. Even if you don’t like change, the people who engage with your business and the businesses you use change. It’s important that you’re in charge of your business and how your clients, or for studio owners, employees/renters engage with it. If you find yourself complaining about something more than once it’s a sign that you need to make some changes in your business.
I love facing complaints head-on. I wrote about some of my favorite complaints in a recent blog post and I think it’s key for your business to grow to listen to your complaints, the clients and others to see where you can make changes.
Side note: Just because clients or others in your business complain doesn’t mean you need to make changes. You can’t please everyone. But, sometimes a tweak here and there can make your inbox lighter!
Looking at your schedule what do you find yourself complaining about? Is there a time slot you dread teaching? A client that drains your energy?
Write down all the things that you wish were different in your business.
How long have you been compiling about these things?
What if you did change them? What could happen?
Take one complaint this week and try to make adjustments in your business to get to the other side of it.
If you’re struggling with how to ditch these complaints know you are not alone. It’s really hard to figure out what to do when you’re in it. Which is why I offer coaching calls and my online coaching group AGENCY. After you have written your list if you want a second set of eyes and some ideas on what to do next then let’s chat. Comment below with what changes you wish you could make or contact me here.
First impressions are important. And, when it comes to a new client engaging with you or your studio it’s even more integral. When someone comes in for their first class or session 60% of the decision to start a new fitness regimen is made. All you have to do is help them decide that it is you. Here are my tips for scheduling and teaching a new client.
Make it easy for them: Is it clear on your site what to do next? How to schedule? What you offer?
Tell them what to do: Don’t offer them all the times in the world you have or ask them when they want to get started. Train them from the beginning to schedule their life around Pilates with you.
Have a “what to expect” email: Whether they sign up over the phone, email or via text be sure to send them an email that tells them your policies, what to expect, wear, park etc..
Know their why.
Forget about selling Pilates. They just need to trust that you’re the person who can help them.
Follow up even if they said they don’t want to do Pilates. Send them a thank you note.
Remember that their first package is still the courting process. Hold them accountable to their sessions, consistency and goals.
Train them how to treat you and the studio. If your policies are broken you have to uphold them. It’s not a fun convo but it’s most important in the beginning.
Don’t take things personally. Whether a client loves Pilates, doesn’t, late cancels or quits it’s not personal. Read the 4 agreements. You’re not for everyone and that is ok.
Know when you want to teach, where and whom. It’s your business and you’ll get more clients that inspire you when you’re clear on these things. Not everyone is for you and that’s ok.
It’s easy to get caught up on selling Pilates or the trainingto the new client. But, the truth is you are the guide. Your studio is the community. If you are clear on who you are for, what you offer it makes it easier for your future clients to decide on you too. And, then help them out by making sure your site, how you schedule them and prep them makes it easy for them to know you are the expert at what you do.
For more tips on first time clients check out this blog and this course. For coaching on converting first time clients for you or your studio contact me here.
Let’s just say it, you will never be “ready.” You will never feel ready. And, if you do you’ll probably be too late to the party you wanted to create. There is no “right time.” Or, when ___ happens. The feeling you are seeking to take action won’t come. In fact, the longer you take the more un-ready you will feel. So, what would happen if you just took some messy action?
If you find yourself saying that you’re “too busy,” “don’t have enough time,” or, “don’t have enough money.” This blog is for you! I get asked often how do I “do it all?” And, “do you work all the time?” And, the answers are I do not do it all. And, I don’t work all the time. But, I do get a lot done strategically and you can too! Here are 3 tips to creating more time, which will make more money and give you a life.
Time Block: I’ve talked about this before but it’s important to repeat again. I use a timer for projects. I stop working when the timer goes off. I make sure that I do a little bit on each project each week so that the needle is moving forward. When you wait to do something that has nothing to do with another thing you end up postponing that something until it’s too late. When you put deadlines on your tasks you realize how little time some things take. But, when you give them more time they take more time. I also make sure that before I scroll on IG or any other socials before I “consume” I create. So, I do the things that propel my business forward first. Grab your to-do’s and give time limits on projects. And, use a timer like this one to hold you accountable.
Delegate: I know you think you can’t afford a VA, assistant, someone to do your grocery shopping or clean your house or studio but I promise you that hiring people to do the things that don’t bring you joy or don’t bring you money is essential to have more time and in your business time is money! I create all my content, write all my words on blogs, social media, YouTube, newsletters and more. But, I don’t edit my videos, schedule my newsletters or clean my house. The 3 hours my housekeeper spends each week between my house and studio costs me a session and a bit. It’s sooo worth giving her that money so that I can free up 1.75 hours where I can be doing work that brings in money. What tasks could you outsource?
Recognize your complaints, frustrations, and fears. Call them out! What would happen if you got rid of your complaints? What could you get done if you didn’t spend time repeating your frustrations? What could happen if you weren’t in fear of ___? The time we waste on repeated complaints, talking in circles about frustrations or not doing the thing because we are afraid of what could happen is time that could be marketing your business, enjoying your life or doing something that you love. Take stock this week of the time you waste overthinking, talking yourself out of doing something, complaining or blaming. Make a note when you get in your own way and acknowledge when you are procrastinating by scrolling on social or sitting in imposter syndrome and thinking everyone else is doing it better than you. Then, take the next first step and see what happens. Take messy action!
Tip #4 will be released in my newsletter this week. Are you on the list?
I want you to have the business and life you want. Because you can have it. In fact, when you go through the obstacles in your business (not around) you get to help more people! Isn’t that why you started teaching in the first place? Which of these tips will you try this week? Post in the comments below. And, tag me with your wins!
PS If these tips resonate with you and you’re tired of not moving the needle forward in your business then check out my online coaching group AGENCY. It’s the most supportive community of teachers from around the world who are taking action and creating incredible lives for themselves.
Feeling stuck is one of the most awful feelings in life and in your business. And, most of us will get stuck more often than we want. But, getting unstuck quicker is the key success. When you’re feeling stuck try these tips out. And, remember, “clarity comes from action and action is the antidote to fear.”
In a day when it’s easy to compare your “work in progress” to someone else’s curated posts, it’s easy to think that you should be doing what the other teachers and studios are doing. But, if you are making one of these choices below you are most likely giving money away.
Using other studios rates to set yours: Do you know if they are being profitable? When was the last time they raised their rates? There is an equation for creating your average hourly rate and it’s much more strategic and puts you more in control of your business and how much you will make.
Offering too many options: It’s easy to think that you need to have classes because everyone has classes or that you need to have memberships because a lot of people have memberships. But, the truth is you need to have options that make you excited to talk about them and only a couple pricing options to make it easier for clients to make a decision. Donald Miller, an expert marketer says “you confuse you lose.”
Pricing out services or workshops then seeing how much money you make. Start out with what you want to make and then figure out how many people you need to make that amount. Does it sound do-able? If not then what would? Much easier to know that all you need is 15 people to make your goal rather than blindly selling and hoping you make money.
Not saying “No” enough. Scarcity is ok! It’s good to be in demand. And, it’s even healthier to put yourself and when you work the best first.
Putting your marketing efforts off in exchange for other admin. Find time in each workday to “propel your business forward.” The admin will always be there.
Creating one or two posts about your classes or workshops and thinking that is marketing. Social media is an extension of your business but it’s not going to replace the in-person and referral efforts you can make in your community.
If you are doing any of these and want to find a way to change that contact me here. Or, join my online community where asking questions, getting advice and support is happening 24/7. Tired of making guesses to build your business? You’ll love this space.
Whether you’re looking into how to set up a social media plan for your Pilates business, get new clients, raise your rates or find the right Pilates school for yourself here is a round-up of our most-read Pilates business blogs. We’ve got over 300 blogs to read now but here are the best of the best voted on by our readers.
#1 How to Keep Clients Coming Back: Great read for client retention. And you want to know about this before you lose a client because it’s easier to keep them then to get a new one.