Tratar de construir tu negocio mientras trabajas “todo el día” no tiene que ser tan complicado y problemático como lo piensas. Esta semana traigo ideas para que cambies tu manera de ganar dinero mientras consigues tu propósito y continúas dando clases como negocio alternativo o lo haces crecer a un negocio de tiempo completo.
Tu nuevo cliente entra, llena el papeleo, firma la póliza de cancelación, se ejercita y dice: “Gracias, lo voy a pensar”. Luego se dirige a la salida y nunca vuelves a saber de él. Las primeras sesiones de Pilates son como las primeras citas. La mayoría parece bastante bien al principio, pero muchas de las primeras citas son solo eso, primeras citas. No todas llevan (afortunadamente) a una segunda cita o más. Pero cuando se refiere a nuestro negocio de Pilates nos gustaría que la mayoría de los clientes de primeras sesiones se convirtieran en clientes de por vida. Después de todo, si no lo hicieran, ¿cómo tendríamos un negocio de Pilates saludable y sostenible?
Regresemos a la analogía de la primera cita por un segundo. Como estamos súper emocionados con la mayoría de las primeras citas, salimos pensando que fueron sensacionales y esperamos una llamada de regreso; luego, cuando no la recibimos, empezamos a examinar la cita, recordamos las conversaciones y el lenguaje corporal y nos damos cuenta de cuántas “banderas rojas” había allí; y muchas veces terminamos agradecidos de que la otra parte haya perdido nuestro teléfono. Pero cuando se refiere a nuestro negocio de Pilates, nosotros somos la parte que necesita que se enamoren de ella. Si un cliente no disfruta su primera sesión o cita con nosotros, entonces no tendremos una segunda cita o futura relación de Pilates con ellos. Y eso significa que tendremos que volver a empezar todo otra vez con el siguiente cliente potencial, quien puede no aparecer mañana o incluso la próxima semana.
Al término de la sesión estamos esperanzados y esperamos que el nuevo cliente compre nuestro gran paquete y firme por dos o tres sesiones por semana, en lugar de eso recibimos algunas objeciones: están demasiado ocupados para venir o peor, tienen que pensarlo.
Entonces, ¿qué sucedió? ¿Qué señales de alerta enviaste? ¿Qué no entendió el nuevo cliente? ¿Por qué no se enamoró lo suficiente como para hacer Pilates contigo?
Pilates es algo de lo que nosotros los maestros nos enamoramos al primer cien (al menos así me pasó a mi), pero la mayoría de los clientes no se van “enganchados” con Pilates; ellos conectan contigo y con lo que estás ofreciendo y luego, con el tiempo se enamoran de cómo los hacen sentirse los Pilates contigo. La presión realmente está sobre ti, sí en ti; el instructor que conecta a este nuevo cliente contigo para que regresen.
Si al final obtienes un “Necesito pensarlo”, en realidad están diciendo que necesitan pensar si les gustaste tú o tu estudio lo suficiente como para regresar. Sé que esto puede sentirse súper duro, pero es verdad y te da a ti todo el control.
En mi curso y taller “Convirtiendo a clientes primerizos” cubro todas estas cosas que debes hacer para sacudir el mundo de los nuevos clientes de Pilates y mantener el control sobre quién se convierte en un cliente para toda la vida. Pero mientras, checa la lista que viene y mira si estas dejando caer alguna de estas “banderas rojas” mientras le das clase a un cliente nuevo:
- Hablas mucho
- Corriges demasiado
- Tratas de arreglar todo
- Olvidas sus metas (o nunca llegaste a sus metas)
- No conectaste con el clientes las razones para hacer Pilates contigo
- Te cruzaste de brazos
- No tuviste contacto visual
- Diste una clase de rutina que puedes hacer con los ojos cerrados
- Trataste de hacerlos “entender” los Pilates
- Te sentaste
- Tenías el teléfono cerca
- Los apuraste porque llegaba tu próximo cliente
- Les dijiste que no hacer en lugar de qué hacer
- Les diste demasiados ejercicios
- Les trataste de demostrar cuánto sabes y les diste ejercicios para los cuales no estaban preparados
- Pasaste más tiempo explicando el ejercicio que haciéndolo
- Dijiste “bien” después de cada ejercicio
Frecuentemente es difícil saber que fue “mal” en una primera sesión, quiero decir, mientras estamos ahí no somos capaces de ver con la perspectiva de alguien de fuera, qué es lo que estamos haciendo para “matar” la conversión en la primera sesión; pero no te preocupes, tengo ayuda para eso.
- Ten a alguien que observe tu próxima primera sesión. ¿Que vieron que hiciste en demasía?
- Contáctame aquí y yo te observaré dando clase o te daré tips sobre qué hacer en tu próxima primera sesión.
- Toma aquí mi curso Cliente Primerizo.
- Escribe todas las increíbles razones por las que hacer Pilates contigo vale la pena y qué sentimiento quieres que se lleve el cliente.
¿Cuándo tienes a tu próximo cliente primerizo? ¿Qué quieres que se vayan pensando? ¿Por qué deben hacer Pilates contigo? Si tienes las respuestas a estas preguntas y puedes abandonar los “crímenes” mencionados, estás en camino de convertir a más clientes primerizos en clientes de por vida.
Comparte esta lista con tus maestros o comenta los “crímenes” que han encontrado. La mayor cantidad de clientes primerizos convertidos a clientes de por vida, la mayor cantidad de personas que obtendrán los beneficios de los Pilates en sus cuerpos. ¡Y eso es lo bueno!
Estoy muy emocionado de compartir con ustedes mi libro “Lucrativo Pilates: Todo menos ejercicios” como un libro electrónico a mediados de noviembre de 2017. Puede encontrar el libro aquí.
I began teaching Pilates workshops my first year as a Pilates teacher! Looking back that is crazy to me, and actually, I should be more specific. I have been teaching Pilates business workshops after teaching Pilates for six months. This trip down memory lane prompted after reading one of the inquiries in my inbox.
A fellow Pilates instructor was interested in how to get started teaching workshops. She wanted to know how does one get asked to present Pilates workshops? She’s got some great ideas and is waiting for people to ask her to present them.
Truthfully, I don’t know the magic recipe for getting asked to present. But, something I think is essential to talk about is that one should never wait for an invitation to do the thing they want to do.
In my course on “Rates and Revenue Streams,” one building block of income can be workshops. If you want to be teaching Pilates workshops then you should start with these:
- Decide what you want your Pilates workshop to be on
- Create your workshop
- Invite people to come to your workshop
- Present it for the first time.
- Get feedback
- Self critique
- Adjust, correct, add, delete and repeat the workshop again
I am a woo-woo girl! My friends know that I enjoy a good new moon and full moon party. I love manifesting and doing vision boards. But, all the manifesting in the world won’t get your Pilates workshop in front of teachers if you don’t start with the steps above. One of the best ways to also discover your workshop calling is to go back to who you are as a teacher, whom you are for and what you offer. You can use the same information discovered in our Becoming Known course.
There is much more that goes into presenting a workshop then the steps above. I don’t want to belittle the process that myself and other instructors go through. But, I also don’t want to overwhelm you when you are first starting out.
As you begin the steps above keep in mind a few questions:
- What unique ideas are you bringing to the topic
- Who is your Pilates workshop for?
- Why should they come?
- What do you want them to take away?
And, another reason why creating and presenting a Pilates workshop requires more than manifestation is the actual presenting part. Yes, you rock a Pilates session and class. You can see what a body needs and you have the magic touch. Your energy is contagious, and your schedule is filled. You have something to say! But, have you practiced public speaking? Getting up in front of your clients and even friends is comfortable. They know you and your idioms. But, getting up in front of a group of instructors that you may not know is a different ball game.
Try these tips for getting ready:
- Videotape yourself
- Present to your friends
- Ask them for feedback
- Have your friends present workshops in your space
- Team up!
The ability to give a workshop that keeps people engaged, makes everyone in the room feel welcomed and leaves people ready to try out what you taught is something that comes with practice and time. Not time thinking about it but time doing it.
Manifesting will help you think about what you want to do, how you want it to go and keep your mind’s eye on your goals. But, manifesting cannot do the work to create the workshop. It cannot teach it for you.
If you are being called to present a workshop, then follow that voice. You don’t have to have the answers right away. In fact, in the beginning, you may merely be manifesting. But, if you have had “present a workshop” on your list for awhile and you’re just waiting for the invitation to present here it is. I am inviting you to create the workshop that is inside you. I want to hear what it is, I want you to share it with your Pilates friends, and I want you to find a time to present it. My first workshop on “converting first-time clients” is massively different today than it was almost ten years ago. I started it with a small group, presented it, refined it and presented it again, and again, and each time I get better and better.
So, what workshop is inside you?
Who is it for?
Why should they take it?
What do you want to share?
In my latest self-care tutorial for PilatesAnytime.com, I spoke about my personal Pilates practice. I still make sure to go to my instructor’s studio four to five days a week for my own Pilates session. A personal Pilates practice benefits more than just your own functional movement. Keeping up your Pilates sessions will also benefit your business, help you maintain your sanity and inspire your teaching. But, how do you keep up your own practice when life gets busy, you don’t have easy access to a Pilates instructor that challenges you and your life and family need a change of scenery?
This week let’s talk several options that will rock your personal Pilates practice, benefit your business and keep your clients coming back week after week!
Where to Keep your Pilates Practice Up
- Online Pilates Classes: These days are many online Pilates options that will help you maintain your own practice. Pilates Anytime has over 2500 Pilates classes available for only $18/mon. You can enjoy classes on all kinds of equipment and with instructors who have a variety of teaching backgrounds. You can slip on some blue tooth headphones and move along with the class. If you need the accountability of a set time (like our clients do) try weekly online mat classes at my other site designed to get your practice in 30 min doses and they disappear every week.
- Trade off with a fellow Instructor: Networking is a great thing. Knowing other teachers in your area helps you when you need to take a break, need to refer a client that isn’t right for you and for getting eyes on your personal practice. I recommend setting set times where you two can sharpie in your session times and protect them from other clients scheduling during what is supposed to be your personal Pilates practice.
- Take a Pilates retreat! A weekend away or a long weekend of Pilates outside of your normal routine and combined with touring, meeting other people will allow you to enjoy your Pilates practice and leave all distractions behind. A Pilates retreat abroad gets you out of your comfort zone, sometimes in a time zone so far from your own that you literally can disconnect from the world, your business and focus on Pilates and what you can discover. For inspiration on future retreats, you can go to check out my retreat to Siem Reap, Cambodia, Maui, Hi, Denver, CO and one specifically dedicated to teachers in London UK.
So, how does a Personal Pilates Practice benefit your Pilates business?
- Client Retention: Simply if you become bored your clients will become bored. Regular sessions with other instructors give you a new set of eyes, perspective, and insight different than your own. Retaining clients is the most cost-effective way to run and grow your Pilates business. And giving your clients new exercises every time they come isn’t the answer to keeping them inspired. But, finding new ways to cue them, to help them dig deeper into their own bodies will ensure your necessity in their lives.
- Converting First Time Clients: when new clients ask how often they should come to Pilates they can be shocked when we tell them that the ideal is 3-4x a week. And, sure, you can quote the 10, 20, 30 quote from Joe. But, when you say that you too do Pilates 3-4x a week it makes the commitment seem possible.
- Gives you insight on ways to run your Pilates business: if you are struggling with creative ways to take on challenges in your business you can hop on your Pilates reformer. When you come up to an exercise you are struggling to figure out how to connect you’ll look at it from different angles, break the exercise down and maybe even play with props or a similar exercise on another piece of equipment. This same process will help you take on a challenge in your business. Nicole Martin’s blog post dives deeper into this tip. She moved her studio from San Franciso to San Diego and discovered that by keeping up with her personal Pilates practice she was able to create new ways to grow her business.
This week grab you calendar put your Pilates practice sessions in with a sharpie or if you’re using an online scheduler block your practice hours out so no client can snag them. Your mind, body, and business will thank you for it!
Share how you find time to get your own Pilates practice in with us! Write it in below in the comments, email us or tag us online when you are taking time for yourself!
You are doing all the things to market your Pilates business. You have business cards, flyers, a website and maybe even some social media profiles. But, how are you showing up as the expert in your area? See, when clients are Googling for help in hitting their goals or needs when they land on your sites how do they get to know who you are, what you offer and if you’re the right teacher for them? Adding a Pilates business blog or vlog is a great marketing strategy to becoming known and attracting your ideal client.
First, let’s talk a little about why a blog or vlog help your site and your business strategy:
- Updates your website for better SEO
- Offers information that attracts ideal clients to your Pilates business
- Provides advice for those looking to add Pilates to their repertoire
- Allows future clients to connect with you before coming into your studio
What should your Pilates business blog and vlog talk about?
- Pilates with you
- Your client’s testimonials
- Benefits of a consistent Pilates Practice
- Your favorite exercises
- What the first-time session with you is like
- What your classes are like
- Letters to your future client
Where do you post your Pilates blog or vlog?
- On your website (to update your website page for SEO)
- Share on your social channels
- Put in your client newsletter so they can share with their friends
- Vlogs can also be shared on your Youtube channel
Use these tips to help your Pilates business marketing strategy
- Be consistent- pick a set time each week or month to post
- Be Unique- instead of writing or talking on a video about what Pilates is talk about what Pilates is with you.
- Be yourself- Who are you as an instructor? Who is your ideal client? What do you want people to do after reading your blog or watching your vlog?
- Be specific- If you are trying to talk to everyone you will end up talking to no one.
Clients who find you via your online Pilates business marketing (website, social media) and schedule a session are already 60% ready to commit to Pilates with you because they feel as if they know you. Make it easier for more people to walk into your Pilates business by showing them how you are the Pilates teacher for them.
For more Pilates business strategies on blogging and vlogging for your Pilates business as well as how to make sure your ideal client sees it join me for our online Pilates business webinar November 16th 12 pm pst (replay for one week). Click here for more details and to sign up.
It’s time your ideal clients find you and for your website to be working hard for you so you can enjoy doing what you love to do: Teach Pilates!
Pilates client retention is not always the first thing we want to think about when it comes to our Pilates business. In fact, in a perfect world, we wouldn’t even have to think about how to keep your Pilates clients. It would just happen, like magic. But aside from knowing how to teach the exercises, retaining clients is essential for maintaining a full schedule.
Clients do not grow on trees. And while Pilates should speak for itself there are some things we can and should do that will help our clients come back again and again, week after week. And, lucky for you, retaining clients is something that you have the most control in.
The truth is the cost of gaining a new customer is high! It’s so much easier to keep the clients you have coming back. Some of these tools are already in your hands.
- Client Packages: if they buy into a package they are now committed to you and Pilates for the remainder of that package
- Cancellation Policies: While these are usually in place to protect your time these policies also help the client stay accountable for their Pilates practice. This means they feel the results and they continue to show up
- Scheduling their Pilates in advance: If you find yourself asking clients when they are coming in next you may be risking losing a client to a busy schedule. Instead, “sell” the time slot they love to them. Make them schedule out in advance and this way they schedule their busy lives around their Pilates session with you.
We’ve discussed attracting new clients on the blog here before. And, even have a course dedicated to it. Client Retention has also made an appearance. And due to many emails, calls and Dm’s from our readers we went and made our Client Retention webinar an online course. So, now you can watch it when it’s the perfect time for you.
Try these tips and for more advice on client retention check out our latest online course “Client Retention” for your Pilates business.
It is absolutely possible to make money as a Pilates Instructor! I feel I have to open with that statement as many teachers lament about how it’s not possible to make money in the Pilates business. Or that they do this as a hobby because they have other means of income that pay the bills. But, I am here to tell you that with proper business systems, setting rates that reflect what you’re worth and maybe a little outside of the box thinking you can make a living as a Pilates instructor.
Some of you reading this will be nodding in agreement while others I know may take a little more convincing. I’ll admit when I first began teaching Pilates I asked my friends what they were offering and basically set up shop “business as usual.” I didn’t even think about varying up my Pilates teaching revenue streams. I mean, we schedule someone, they pay and that’s pretty much that.
But, what if you could break the mold? Or, what if you could at least make the mold fit you and where you want to grow as a Pilates instructor. I’ve written about charging what you’re worth in past blogs “Why you should never apologize for what you charge” and “How to Maximize your Earnings as a Pilates Instructor.”
Truth is if you know the way you like to show up teaching: privates, group, virtually or a combination of any of those not only will you enjoy your work life more. But to do this you will have to have a better idea of where all your money is coming from. I’m sure you have rates for privates, semi-privates or duets, mat class, equipment class, first-time session, in-home sessions and insert-your-other-options here. It can be so confusing. How often do you check and see where you make the most of your income? Are you offering packages and taking up decision-making space (and marketing dollars) on options no one is using? Are you maximizing your desired way to teach?
I’m sure you are nodding your head yes….but just to make sure you’re up to date on this info use your scheduling software to run a report on this year so far. Where is all your income coming from? What are your best selling packages? Worst? What session or class times are most booked and least booked? And, who are your best clients (not just nicest but the ones that show up the most)? Is it who you thought it would be?
Once you have this info do you think you would change some of your offerings? Maybe ditch a package option…or class time that isn’t bringing you as much money as a standing private would. Lastly, if you could make money any other way teaching Pilates what would it be? Workshops? Online offerings?
Yes, it used to be that every teacher and studio offered Pilates in pretty much the same things but that doesn’t mean you have to. It doesn’t mean you need to offer packages or multiple package options. You are in charge of your business and you can set your rates and offerings, however, works for you. And, I hope that you do! Because if you are doing your Pilates business as usual (like everyone who came before you). You could be losing money. And, that would be a bummer!
This week we are going LIVE and talking your rates, Pilates teacher revenue streams, and how to take your dreams as a Pilates instructor and monetize them. Join me by registering here. And, if you would like the full Fall series click here.
Let’s get down to the nitty-gritty of where your money comes from and where we can maximize your revenue streams!
I am excited to announce that ‘Attracting New Clients‘ is now a course on ProfitablePilates.com! At first, it was a blog, then it was a webinar, and due to the many requests to watch the past webinar, I decided to make it an ongoing course. You can enjoy it when you are ready to attract new Pilates clients to your business!
Getting new Pilates clients is not always the easiest task in your busy workload. In fact, after teaching the sessions you have, doing the paperwork and filling your schedule for the next week it can seem daunting to do the marketing to get more new clients. And, even if you had the time how would you get new Pilates clients for yourself or your studio?
I receive many questions about what kind of marketing a teacher or studio should do. And, where to do it? How much to spend? Does marketing on social media work? And, the truth is that if you are not clear on your messaging, you won’t be talking to anyone. Which means your marketing attempts could fall on deaf ears!
But, what if you could get new Pilates clients without spending a ton of money, or any money?! What if you could attract your ideal Pilates client?
Our latest course ‘Attracting New Clients‘ is going to help you:
- articulate who you are as an instructor
- communicate whom you are for and how they can experience Pilates with you
- get creative with ways to attract new students without paying for marketing online
- maximize your time!
Take an hour for yourself and watch this course, send any questions you have in after. And while you’re at it enjoy some freedom from social media marketing as well! My latest blog post for Balanced Body Inc. is up. You can read it here.
How known are you as a Pilates instructor or studio in your community? You’ve got your business cards, a website, maybe you have even left some flyers at a local business. But, you are still not getting the new clients you’re want to teach. You are wracking your brain with ways to market your expertise as a Pilates instructor. And, you are posting away on Facebook and Instagram. You feel like you are doing all the things and yet it feels like it is all falling flat. So, how do you start to become known for Pilates in your community?
Becoming Known in your community is the key to rocking your business bliss. It doesn’t matter if you are an independent contractor, Pilates studio owner or you teach Pilates in your own home. The beauty of our business is that you can still have a successful business of your design by marketing some of the “old-fashioned” ways. We dove deep into this in our course and blog about “Attracting New Clients.” New client referrals and local connections go a long way when you are known for what you do best. Because they speak directly from the heart and often to people who are similar to them.
If I were to ask you who were the popular fitness instructors in your area, you could tell me. Would your name be among them? Becoming popular isn’t a contest (I know it can feel that way). It’s something in your control. When you are clear as to who you are as a teacher, whom you are the ideal teacher for and you deliver results your clients will speak for you. They will be the best marketers money can buy. And, the best part of that kind of marketing is that it didn’t cost you anything. Your clients and those who have heard about what you are known for will help get your name out there better and faster than you could with buying ads or posting flyers.
Tell me what is something unique about taking Pilates with you? What is my Pilates experience like when I take a session or class with you or at your studio? What kind of client are you the best teacher for? What results do your clients gain after working with you? You can post these in the comments below or send them to me directly here.
Having the answers to who you are as a Pilates instructor and what space you best serve is just one step in getting you Known! Let’s start taking those steps together. Join me this Thursday (replay for one week) for our next webinar all about becoming Known. It’s time you take control of who you attract to your business and for your community to know what it is you do as a Pilates instructor.
Are you ready to become known? Register here.
Who decided your teaching schedule? Who set your personal goals? Who influenced your professional goals?
If the answer to those questions isn’t You, You and You then we need to talk my Pilates pal! Here’s the deal, and I am going to get pretty honest with you if you do not set your own goals someone will be making sure you’re working towards their goals.