Most people do not use their website to its full capabilities. They tend to “set it and forget it.” But, a website is truly the 24/7 assistant you want, need and could be doing more for you if you set it up for that. Imagine people searching the internet for a question and your website comes up as the answer? And then, because of the work you put into your site they go on a journey that leads them to schedule a session! Doesn’t that sound amazing?
Here’s How You Do This:
1) You have to have a website. If you don’t watch this course before you spend a dollar or your time building one.
2) Every client needs to be courted. Think about the beginning of a dating relationship. You don’t get married after you become aware of someone right? My course on the client journey breaks down how to take a person from awareness of who you are and what you do to buying your services.
3) BLOG! Its so not dead my friends. My website gets thousands of views every month because of my blogs. Your blogs should be the answer to peoples questions. Then they go to your site and then end up getting on your client journey. See how all that works for you?
4) Newsletters, also not dead! A nurture campaign aka welcome series will help your client journey happen while you sleep. And, regular, consistent newsletters to those on your list keep you top of mind. And your site should be trading emails for something of value so you can guide those people to your core service!
If this sounds like total gibberish then please start with my “what your website needs” course. Then go to the “client journey” before you do the Newsletter 101 or next level. In 4 hours you’ll be sooo ready to put your website to work for you! And, that means it’s attracting your ideal client and telling them what to do while you are sleeping, teaching or reading this blog!
It seems like everyone and everything is going digital these days doesn’t it? Well, it’s true! Facebook and Instagram are pushing content that includes organic videos more than ever these days. And, with the recent changes at IG where they allow the first minute of your IGTV to go in your feed to get more views it certainly makes you wonder, should you be doing videos?
Now, I know some of you are hating on social and wishing it could go back to being for connecting with friends. But, before you roll your eyes and stop reading let me just tell you a little goes a long way. Don’t forget that I know and believe its not about followers and likes. It’s the quality content that shares who you are, what you do and whom you’re for that gets you doing more of what you love-teaching Pilates. However, just like there are different learning styles you have to know how to teach to. There are different ways people connect to our message. Some love a good read so blogs and great copy on your site will be perfect. Others need a picture, they need to see themselves in your photos. People who look like them. And, there are some that need audio. They need to hear your voice, and the visual of video will hit two types of learners. So, having some video content of you rocking what you do with your ideal client is quite compelling.
Now, that I’ve perked your ears a little bit please note that I am not going to say you have to start posting as many videos as you can. Not at all. If you want to do that than let’s talk because there are some def do’s and don’ts for Youtube and IGTV. But, for many of you I am talking a video or few on your site and every once in a while on social so that people can see you in your element. Can get to know you. See you as the expert at what you do.
Facebook (who owns IG) has a goal to beat out YouTube. So, if you’re like me and you post videos to YT than do not post those video links on FB. They will bury those posts. You’ll have to do an organic video for them. This is something that might seem annoying for you. But, if you’re not trying to become a YouTuber than it’s really simple, take the video. Cutoff the beginning and ends where you press start and stop and post it to your studio/business FB page or group. If you filmed it in vertical video it’s great for IGTV if in horizontal it’s awesome for FB and you can still upload it to YT just don’t share that link on FB to promote it.
Create videos as part of a giveaway in exchange for email addresses for your newsletters.
Post videos of you and a client accomplishing an exercise.
Share tips on exercises your ideal client can do at home.
Vlog! Allow your clients and future clients to hear what is on your mind.
These are just a few things you can do with video to attract your ideal client to your schedule.
I’ll get honest with you, when I first started posting on YT I thought “Why me?!” I mean, who was I to create these videos. But, now a few years later I have met more people around the world because of my videos. And, my goal was to travel the world to teach. I have a teacher I coach who creates videos of modifications. Her ideal client is someone who is just like her. Wants to get her move on but due to injuries can’t do it like everyone else. I have another friend who does lots of mini classes.
Who do you wish was your client?
What do they need?
Film the answer to their questions. Post it on your websites and share it on social media to drive traffic back to your website where they will then be prompted to schedule a session or class with you!
So, should you be doing some video? I think so. But, you don’t have to. It first depends on the goals for your business and what you feel comfortable doing. However, as I mentioned I was not keen on the idea. And now, I am sooo grateful I was pushed to start. And geez, those first videos sucked but the more I did the more comfortable I got.
Ps I’ll be talking about how to use YT to grow your business and hit your goals in my next webinar. Click here to get the help to start and grow your YT and video business.
You’re an independent contractor, a small home-based studio or a boutique space with the opportunity to expand and you’re wondering if you need a welcome series for anyone who joins your email list. You are not alone. I get this question and excuses or reasons why people believe they don’t all the time. But, the truth is, if you’re teaching as part of your income, this is not a hobby, then I believe you do!
I know, you’re busy, it’s another thing to do! But, hear me out. You are busy. You don’t have time to respond to EVERY person who joins your list and share who you are, what you do and why you will rock their world! So, by having a welcome email series (did you think I was suggesting a discounted intro pack? I hope not) you can write up a wonderful series of emails (one time) that guides this newbie on a journey that you want so that they get to know you, trust you, see you as the expert in your area and when you say, “take a session from me” they hit that button so fast because they have been waiting for you to ask this whole time!
You have been part of many a “welcome series” or some call a “Nurture Series” and some totally get you excited and others fall flat or make you hit “unsubscribe.” And, while I could write a book about all the nuances and I am doing a webinar on this topic I thought a few quick and easy tips for you to get started today.
A welcome series should:
Introduce You as the guide to getting them where they want to go
Share some background to your awesomeness
Explain what you do
Why You do what you do
How it helps them!
Guide them from “hey, how are ya?” to “Buy my main offer.”
Be automated and spaced out over time until they are dumped into the main newsletter
A welcome series could:
Go on for months (I don’t recommend this for Pilates teachers or other movement instructors)
Have an offer or two in it that gets them to try you out before coming into the studio
Share pics or testimonials
Have a secret offer they won’t find on your site
Be as short as a few emails
Once you put your in place it should kick off as soon as they register for your list. And then when it’s done they should end up on your regular newsletter schedule. Because, a welcome series is a lot of things but it is not a replacement for connection or a consistent weekly, bi-weekly or monthly schedule.
I’d love to know what you wish clients new before setting up their session? How you want clients to see and experience you and your business and what you want to drive your future clients to buy? You can post in the comments below.
PS the next webinar on this will air June 26th 12pm pst and replay until July 3rd.
Blogging vs Newsletter? This is a question I get often from fitness professionals, Pilates teachers, and Studio owners all the time! The follow up to this question is “which one do I need to do?” Or, “do I need to blog and write newsletters?” So, today I am going to explain the differences between a blog and a newsletter and answer if you need one, the other or both!
What is a Blog? Let’s get real for a moment when I started blogging about four years ago (wow 4 years of biz blogs for ya) I fought my biz coach and SEO pro’s on the need to blog. I thought blogging was dead, everyone wanted to find things on Social Media and that no one would read it. But, I was so so wrong! While I may not make a living as a blogger (although some people still do) blogging is still hands down the biggest help in people like you finding me. The search engines love blogs because they read words on the internet to help find articles (pages on websites) that answer peoples questions. They want your site to be the answer to peoples searches. If they provide the best answers to what people are searching for then those people will use their search engine all the time (aka they can hit them with ads). So, your blogs are free advertising for your biz because if your blog answers peoples questions Google and other engines will promote your site! How freaking cool is that?
Blogging also allows you to attract your ideal client. Instead of blogging about a basic answer to what Pilates is you can blog about how Pilates helps a particular ache, sport, hobby, demographics etc. Blogging allows you to show how you’re the expert in your area. And, allows future clients who land on your site to see how awesome you are!
Blogging also updates your website. Yes, you want this! It tells the internet that your site is fresh and being taken care of. If you thought you could make your site once and leave it alone until you raised your rates or updated your bio I hate to break it to you but your website might be a bit “dusty.” I write a blog every week on all my sites. This keeps my websites at the top of the searches! And, I didn’t pay for that.
I could go on and on about blogging, but I already have in this course about blogging. So, if you’re ready to dive into blogging for your biz please take it here.
What is a Newsletter? A newsletter is a direct communication between you and your peeps. Anyone who opts into your list can receive this newsletter. Yes, they should opt-in vs you adding them in especially if you do business with the EU. Newsletters should add value to your clients and are great ways to create communication with your past clients, current clients and future clients. Newsletters allow you to remind people about classes, holiday schedules, events, etc. Some businesses send daily newsletters. I enjoy sending weekly newsletters. And, while a monthly newsletter is also fine it may not have the same effect as something a little more frequent and consistent.
What you put in a newsletter is more current event like. It has CTA’s (call to action) and those who are on your list want to be on your list. They put their info in and said: “Yass, please talk to me.” And, like blogs, people do think emails are dead they are still wrong. Here’s why do you remember when FB and IG went down? Almost a whole day was lost and millions of dollars were lost in ad spend. If you rely simply on social media to share updates, events, etc not only are you betting your business on the whim of other businesses but what happens if any of these platforms decide to change the rules? What happens if they get shut down? As it is if you’re lucky only 6% of your followers see your stuff. Read that again, 6% of your followers might see your stuff. But, a newsletter goes directly into your client’s inbox and if you’re good with the subject lines they get opened, read and more!
Like a blog, newsletters must add value. If you are just telling me what workshop you’re selling this month I’m unlikely to get to the end and hit “sign me up.” But, if you share info (which can feel like a blog but it’s not because a blog is on your website) then tell me how the workshop or class you’re offering goes along with that added value I’m more likely to say “take my money.” Does that make sense?
What you put in your newsletters really depends on you and your business. If you want my newsletter 101 course contact me here. For those of you already writing newsletters who want to take them to the next level join me on my next webinar here. But, keep them fun, think of them as writing to a penpal. What would you say to a friend you haven’t seen in a week, month or year? Why do they need to hear this? How can they hear more?
Do you need a blog, a newsletter or both? Great questions! I am so glad you asked. I am going to say you need both. They serve two massively different purposes. Blogging attracts people to your site but once they are there the likelihood of them coming back is slim. Unless they become a client and have to come back to sign up for sessions or classes then any updates you make to your site, your schedule, your offerings may not be seen. So, having a newsletter that shares these updates is key to getting eyes on all your good stuff! If you just do a newsletter then your website won’t be able to be the best assistant you ever had. It can’t be the answer to peoples burning internet questions if you don’t have answers. How often you blog and send newsletters is up to you. I share a TON about these things in my online coaching group. And we can dive deeper into what’s the perfect combo for your business in there.
I know you are thinking how on earth will I have the time and also what the heck am I supposed to write about? Make sure you read my blog about “not working all the time” and take my blogging and newsletter courses. The answers to all this and more are definitely in there. But, if you want to do more of what you love and make a living doing it then I would find the time to make both happen consistently.
Now, you tell me, what are you going to blog about next? What will your newsletter subscribers hear about in your next newsletter? You can share in the comments below or hit me up!
Writing Newsletters takes time, and it is one of those things that most teachers and studio owners would prefer to not do. Convince themselves that email is dead. It’s not. And, while email marketers are seeing that its harder to get the ROI they used to get you are not an email marketer. You’re using your newsletters to engage with your clients, past clients and future clients (because people forward emails that are worthy).Your newsletters remind clients of why you’re amazing. They offer a way for clients to email you back, create a conversation. But, you feel they are not worth it. And, it’s because you’re not writing effective newsletters. People get an average of 142 emails a day. So, why are yours being trashed with the others?
You are only “selling.” Yes, we want clients to sign up online, to create standing appointments. To get get info about new classes or the schedule changes. But, if all you do is sell to them in newsletters you’re going to totally be flagged by their emails as “promotions” and you won’t even make it in their real inbox. And, your clients don’t open emails to be sold at (unless it’s cyber Monday) they open because they are want to hear more about what they care about. They want valuable information that will make them better.
You are not consistent. You send a newsletter once a month then you miss a month and then you do two in a month. It’s erratic. Humans like predictable. Be consistent. Try to get send a weekly newsletter if possible but if you’re only going to do monthly ADD LOTS OF VALUE and never miss.
Your subject lines are boring. Yep, it’s really all about the subject line. “Monthly Newsletter” is not sexy. Not exciting. It doesn’t make me want to open it. I still might but it’ll be the rare bird. Have fun with your subject lines, grab their attention. You want to stand out amongst the email crowd. One of my best open rates came from my newsletters “the biggest mistake I ever made.”
I know you know you need this newsletter. I know you know you need to stay top of mind with your clients. I know you want to have a way to reach out to old clients and inconsistent clients. Newsletters do that!
Take the time to write a consistent newsletter, that gives away information they can share with their friends. Add value to their life. Have a call to action. Maybe it’s a question they should answer, maybe they should share the newsletter with a friend? Ask them to do something. People don’t do things without a call to action. Have fun with your subject lines.
If you’re wanting more support and advice around newsletters first of all YAY! You’re a rockstar! I can help you. Contact me here for a one on one coaching call or watch my course all about newsletters here.
What will your next newsletter talk about? Share in the comments below!
You became a Pilates teacher because you want to help people the way Pilates has helped you! And, then you found out you have to do a ton of other things to grow your Pilates business, get new clients and fill your classes and schedule. You get your website up and then you find out blogging isn’t dead and you have to write. And, you hear email isn’t dead and you have to send newsletters. What?! No one teaches these things in Pilates teacher training programs. What on earth are you supposed to write about?
Before you get writing let’s make sure you have a few things in place
Your website lets you blog
How often will you blog?
Who are you blogging too?
Your website captures emails and you have an account to send emails with something like MailChimp or Constant Contact
How often will you send a newsletter?
Who are you writing too?
Once you have those answers or at least some ideas then you can implement the following:
A: Write about what you are constantly answering. If people are asking you these questions they think you’re the expert and they are also asking the search engines these things.
B: Write about what you like to teach. If you don’t teach athletes don’t write about how Pilates is great for athletes. You want to write about what you feel you’re knowledgeable in and how you want to show up and teach each day.
C: The first paragraph is key! It needs the keywords that your clients and future clients are putting into the search engines. Give the good stuff away in the beginning and get them hooked.
Alright, I know you’re sitting here reading this and nodding your head and then slowly freaking out. This all sounds easier said than done. So, if you’re wanting to know how to blog watch my course here. If you’re needing help on newsletters, defining who you are writing to watch my course “The Client Journey.” And, then dive into my Newsletters 1.0 course. Your time is extremely valuable and we can get super clear on who you are writing to each week! It will make writing easier. I promise.
What are you going to write about this week? I’d love to hear in the comments below.
This one is for all my Pilates teachers, studio owners and fitness professionals looking to grow their classes, their schedule and who never want to worry about what’s gonna happen if a client moves. Yep, if you’re still reading then this blog is for you!
Here’s the deal, no matter how good you are a client will move, take a break, get sick or call it quits. It happens. And, it’s not personal. Remember that. But, if you are not doing these things below then you will find yourself scrambling to fill their time slots when they leave. If you are doing these tips below then you’ll feel calm and excited for the next client that will take their slots.
Ready to have a waitlist or a consistent flow of potential new clients?
Grow your newsletter list and write to it consistently! I know, you’re not sure what to say. I’ll be talking about that more in my next webinar. So if you don’t already have a spot on your website to capture those emails.
BLOG! If you have been following me for a while you are probably waiting for me to give you a reason to not blog. Guess what? Not gonna happen. Blogs help your SEO. Good SEO means people find your website and that means they get on your list and get to hear from YOU!
Talk to your ideal client in all your posts. Yep, those FB, IG, Tweets, blogs, and newsletters. All of it! You need to be picturing one person. Your client avatar!
ABG- Always be generous- this doesn’t mean don’t follow policies and charge your worth. But, it does mean focusing on the clients you have and making sure that you are helping them be a walking advertisement for you. Create a referral program, it doesn’t have to be complicated but it does make them feel like they want to share you with others because they feel special when you are generous with them in ways that you can be.
Tell people who you are, what you do and why you are good at it! Too pushy? Fine, then tell people who you are, whom you are for and how you help make their lives better. Still no onboard? Tell 5 strangers you’re a Pilates teacher and see what happens! I bet you’ll have to tell them whom you are for and why they should take with you. You have to tell people what you are offering. All the time!
If you are looking at your week ahead and about to have a freak out about how o earth you’re going to get it all done you are so not alone! As Pilates instructors and studio owners, wives, husbands, partners, human beings there is a ton to do. You’ve got your clients, all the tasks that go along with that and you’ve got your life and all that happens in that. And, oh, that tiny thing like making money and propelling your business forward. How on earth can you do it all without freaking out?
Know what your problems are and ask yourself why that problem exists.
Create a plan of action that addresses this problem
Hold yourself as accountable as you hold your clients
Hold your clients accountable to the policies you told them about when they started
Worry about what you can do and let others worry about the rest.
See, it’s so easy! F
Ha! Wouldn’t that be awful if I ended the blog there? “Here are you 5 tips for a week where you get it all done. Ok, GO!”
Look my fellow fitness pro you have a freaking ton going on. But, the first part of getting your business running the way you want it is to know what the problems are and why you have them.
If you are not charging enough we need to figure out how much you need to make, how many hours you want to work and find an average rate that will take all those sessions to add up to what you are desiring to make this year. I do this a lot when I coach others and in my AGENCY group.
If you are not holding people accountable to your policies then this is the week you remind people of what those are and you stick to them! Not only will you feel more respected but people will value their sessions with you more too!
See how these 5 steps help you solve your problems? What problem do you feel you have? Why is that problem occurring? What steps can you take this week to fix that problem and help you grow your business?
If you’re not sure then please contact me here. Let’s figure out a plan together that is possible. There are enough clients to go around and your tribe is awaiting your arrival.
Perhaps you have heard email is dead. But, do you really believe that? I mean, how many mornings is your email the first thing you look at? It’s ok. Statistically speaking most people check their email before they even get out of bed! Which means, they are interested in what’s in their inbox. And, they are not opening it to see what spam they got. Nope, they are looking to see what they need to know! What should they be buying, sharing or doing? And, if you’re sitting there wishing your clients came in more often, scheduled more regularly and thought about their Pilates practice as much as you do then you need to be in their mind’s eye as much as Amazon and their other email subscriptions.
Still not sure you need to be writing newsletters? Here are 3 (and trust me I could have gone on for an hour writing up other reasons) reasons why you need to be writing newsletters for your business:
Email marketing is 40% more effective than Facebook and Instagram ads– With email you get to share more information, tell a longer story, engage in conversation and connect with your community. You have more control over who sees your message and you can reach out to them as often as you want. Because people gave you permission to send them email it means they want to hear from you. So, when they get an email from you they open it. On social media, you have less control over who sees it and who scrolls right on by!
For every $1 spent on email marketing, you receive $44 in return– statistically speaking those who spend time making a living through email marketing earn a $43 return on every $1 they spend to market! That’s insanely awesome! As a Pilates teacher or studio owner your newsletter marketing will most likely be free to nominal in expenses depending on your list size. Which means your profits earned from reaching out to your list will be even better!
Time efficient communication– you do not have the time or ability to have you or your team call, text or email every client you have had, or who have inquired about Pilates to get them the info they need. It’s not cost-effective to text every client about your vacation dates. And, worse, clients will slip through the cracks on those busy weeks! Sending regular communication to those past, current and potential clients not only allows you a touch point with your clients, but it also allows you the opportunity to share with them what they need to know!
If you are already sending newsletters and or building your list congrats! If you are not feeling they are effective, or, are wanting to start but don’t know what to write about or how often to send then my next webinar is for you! We’ll be spending one hour covering what to write about, how often to send, how to build your list and best tools to use. Snag your spot to watch live or receive the replay here.
I know you think blogging is dead. I know you think you can’t write. Or, that you don’t have “time.” Maybe you believe you don’t know what to write about?! Well, whatever your reason for not blogging is I am here to tell you it’s not dead and so integral to attracting the clients you want, filling your schedule and your classes and making you known in your community. Ever wonder how people get discovered? It’s because of their website and it’s not because they pay for ad’s. It’s because the search engines (think Google etc) pull their site up. And they pull it up because of the words on the website aka blogs. And the most updated website.
You don’t need to revamp your site every year if you’re blogging consistently! More on this at my next webinar or on my course vlogging and blogging. But, for now here are 3 Reasons why you need to be blogging!
You Show off Who you are, whatyou do and why they should choose YOU! If you have been reading my blogs or working with me for a while you know I am all about the “elevator speech.” A few sentences that tell people why you rock! But, let’s say you are busy. While you are teaching your website is working for you and the blogs on your site tell potential new clients all about your expertise in your area!
Keeps your Website Fresh! I know you think you built the site, the information is current so done and done right? Wrong! For epic SEO (search engine optimization) you need the search engines to pick your website as the answer to peoples questions. They pick websites based on so many things. Most in your control! One of those things is your blog. If you blog every time you post it updates your site telling those engines you are fresh and new! Plus, you can write a blog that is a direct answer to something your ideal client might be looking for online. Which is literally where everyone is getting their info! For more on SEO and what your website needs check out this course.
Engage with Your Community! When you blog you can share what’s happening now, soon and share pics, testimonials and more. When people are going from one studio or teachers site to the next the more they get to know you and experience what you have to offer the more they connect with you. It means that when they come in for that first session they already feel like they know that you are the teacher for them!
This is just 3 reasons why! I could go on and on about why you should be blogging! And, I will be covering those other reasons as well as what to blog about, how to feel confident in your writing skills and more at my next webinar! If you are ready to attract your ideal client, make your website work for you and show how you are the expert in your area then join me here.
This week’s blog post comes from a guest blogger and Personal Trainer Tyler Spraul! I love it because I am a big fan of not spending your hard earned dollars on marketing. And, below he not only gives you 4 tips on what to do he also gives you actions to take to make it work! Cannot wait to hear how these work for you. Take it away Tyler!
In this article, I’m going to show you some simple ways to get new customers without having to pay for advertising.
It’s all too common for a fitness business owner to take one chance at getting someone to sign up, and then never try again. It’s like we don’t want to offend people or come off as “salesy,” but the truth is that we are doing potential clients a disservice if what we have to offer will truly make their lives better!
It’s easy to dig into the things you enjoy the most about your business, like learning how to be a better coach and connect with clients, or continuing education to expand your toolset, or spending that quality hands-on time with your clients. But sometimes this fun stuff comes at the expense of the not-so-exciting portions of your business, like building efficient systems, implementing processes that are easy for new hires to follow, spreading the word about your business through marketing, and more.
When it comes time to grow and scale your business, it’s the not-so-exciting things that make or break your chances of success, so you can’t afford to ignore them.
Call them habits or systems — whatever you’d like — implementing just one of the following tactics on a regular basis will help grow your business consistently over time.
1. Find something to give away before you ask for anything from potential customers.
People love free stuff! Offer something your ideal customer can’t resist before they have to give you anything. To keep this simple, you can offer a “free sample” type of session on a regular basis.
This session would provide a low barrier of entry for potential customers to meet you and see what you have to offer.
It also provides an easy way for your current clients to invite their friends. They don’t have to think about selling their friends on your service but can simply invite them to give it a test run themselves, totally obligation-free.
Offer a FREE sample class or two every week on a day that fits your schedule. To keep it really simple, you can start with once a month.
2. Make it easy for existing clients to promote you.
What if your favorite clients went out of their way to hunt down more potential clients for you? What if they were excited to do it? This can be a huge win if you have never gone out of your way to ask for referrals.
You may even want to go as far as incentivizing those referrals.
Part 1: Make sure clients know the best way to refer their friends to you.
Do they just need to give you the correct contact information so you can reach out?
If not, where should they send potential referrals?
To your email or mailing list?
To your website?
To your once-a-week class that’s 100% free?
Wherever it is, make sure that you communicate it clearly and it’s as simple as possible for your clients!
Part 2 (optional): Figure out a sustainable way to reward your clients who refer customers.
You can position it as a fun monthly contest or challenge to see who can refer the most new customers.
You can then offer prizes and rewards to your top referrers. You can announce your winners each month or once per year.
If you just want to keep it super simple, that’s no problem. You can offer a discounted month or class voucher for each new customer a current member refers.
3. Make the most of your existing lists with a regular “ask.”
Your lists can be any social media channel, email newsletter, physical mailing list, etc.
Wherever you’re providing value through your content, you need to be consistent with your “ask.”
You must have a clear call to action (CTA) that prompts your ideal customer to get out of his or her routine and come do business with you. Before we get too carried away, we don’t want to make the mistake of using these tools to only sell all the time.
80% of your content should be helpful material to enhance your customers’ lives. Then once you’ve provided value consistently, you can point them to your specific calls to action.
Example: If you post 5 days a week on Instagram, one of those posts should be a CTA, while the others should be adding value, sharing client successes, etc.
What makes a good call to action? I was hoping you’d ask!
A good CTA:
Only asks for one clear action. Don’t ask for a comment, and a share, and a like, and a text message to friends and loved ones.
Provides the exact steps needed to take action.“Enter your email below.” “Call us at xxx-xxx-xxxx to book your appointment.” “Click this link to book your spot in our FREE Saturday session: [LINK]”
Gives a reason to take action now instead of later.“Our first 3 reservations each month receive a free water bottle.” “Book today, and we’ll include a free session voucher.” Don’t abuse this one, though. If you have a deadline, stick to it, and don’t make up pretend deadlines for the sake of having one.
Brainstorm 5-10 CTAs you can plug into regularly scheduled programming for social media, emails, etc. Make sure each one checks all the boxes for the requirements above.
4. Follow up, follow up, follow up!
Now that you’re giving value before asking for anything, incentivizing referrals, and moving people to take action with clear CTAs, it’s time to create a regular follow-up system.
How many times have you had a hot prospect get cold feet and duck out of a commitment, only to never see them again? You know your service would increase their quality of life, but it just didn’t work out the first time.
Do you say, “Oh well!” and give up all hope of getting them signed up?
Your follow-up system will help you make the most of the people who already know about your business and have expressed an interest, but aren’t currently paying members.
We are going to separate these follow-ups into 2 categories:
For leads who expressed interest recently
To follow up: Call them within 2 days of their most recent contact. If you don’t hear from them within a week, try again. For the first month, follow up once per week. Once they’re on your “1 Month+” list, give them a call once per month until they sign up or request that you stop calling.
Previous customers and any others you haven’t heard from in a long time
Determine the best way for you to make a personal follow-up with these people who already know about you but haven’t gotten on board just yet.
Keep it simple! It can be as easy as a Facebook message, but the key is to keep it personal. Check in with them, let them know you’ve been thinking about them, and ask how they’re doing.
We don’t want to just copy and paste a sales message with a link here — that’s not what I’m saying at all.
Whether it’s a phone call, handwritten note or postcard, or even just a Facebook message, following up while staying polite and persistent will keep you on the radar and let your potential clients know you care.
So, now that we’ve gotten through the list of these action ideas and examples, it’s time for a call to action of your own!
Pick one of these ideas right now (start small), and set aside 1 hour to work on it this week. Make sure to block off the time on your calendar!
Leave a comment below with the action you have planned. I’ll read every one!
Tyler Spraul is a Certified Strength and Conditioning Specialist and the Head Trainer at Exercise.com. He played college soccer, then coached the men’s soccer team for five years at Columbia International University, overseeing all aspects of strength and conditioning. Over the years, his focus has shifted from performance first to moving well and getting stronger without injury. He loves helping people and encourages them to practice mindfulness. The little things matter, and consistency is key!
Big thanks to Tyler for sharing these tips and actions you can take! I second Tyler leave a comment below telling us what action you will take this week.
You know you have to write them, you know you hate to do it and No, email is not dead! Actually, quite the opposite. When people give you their email they are giving you direct access to THEM. You don’t have to play the algorithm game and wonder if your clients saw that you have a new class, workshop or event. But, what to write? And, how do you get them to click on YOUR email as they go through their inbox? Well, this week’s guest blogger Pilates instructor, Podcaster, and business savvy lady Nikki Naab-Levy is here with words of wisdom you must read!
Something I hear frequently from fellow Pilates teachers is “I haaa-aaate writing my newsletter. I never know what to write about and I always feel like I’m pestering my clients when I do it!”
If you feel like this, you’re not alone.
We become Pilates teachers, because we want to teach movement, not because we want to write newsletters. However, when done well, your newsletter is an opportunity to inspire and educate your clients outside of their sessions, deepen your relationship with potential customers, and build your business.
Also, with the right mindset and approach, it might even be fun.
Here are some tips for writing your newsletter:
When choosing a topic, consider your client’s perspective: If you’re ever stuck on what to write about, it helps to put yourself in your client’s shoes and consider what they are struggling with and what they look to you for help with.
Some good questions to ask yourself include:
What questions do my clients ask me all the time? What are they struggling with?
What is something that I teach all the time that my clients don’t know, which gives them big results?
What is a simple exercise or tip that I could teach my clients, which would give them a quick win with a problem that they are trying to solve?
If you brainstorm a list with answers to these questions, it’s likely that you’ll see some themes emerge. Each of these topics or themes could make great newsletter content. For example, if many of your clients tell you “I LOVE how I feel after our session, but I don’t have equipment at home! What can I do instead?” you could write a newsletter with three exercises your clients can do at home to feel great in between sessions.
If you get stuck, don’t forget it never hurts to ask your clients what they’d like to know more about. Most people are happy to share!
Write about things that light you up: If you’re bored with the topic you’re writing about, your readers will be able to feel it. However, if you pick a topic that you’re genuinely excited to share, your enthusiasm will come through and your clients will be excited to read it too.
Don’t believe me? Think about it in the context of normal life. If you asked your friend if you should try a new vegetarian restaurant and she told you, “Yeah, I guess. They have a lot of vegetable dishes and vegetables are good for you” you wouldn’t want to go there. However, if she told you, “OMG. This place is amazing! The food comes out looking like a work of art, tastes as good as it looks, AND it’s healthy,” you’d be all about it.
Be yourself! Your clients come to you for your knowledge, personality, and teaching style. They don’t come to you, because you can teach them the hundred, which they could figure out from a YouTube video.
The same principle applies to your newsletter. The people on your list are following you because they like your unique voice. This means that your newsletter doesn’t need to read like a 2,000-word research paper on rotator cuff function.
If you write the way that you talk about your work in real life, not only will your newsletter be more fun to read (and write!), but your personality will shine through. This can help you attract more ideal clients because if they like what you have to share in your newsletter, they might decide that you would be great to work with in real life too.
Consider alternative forms of media: Not all newsletters require lengthy text.
If you don’t enjoy writing, ask yourself what form of media would be more fun to communicate through? If you’re more comfortable with video, maybe try sharing an idea or an exercise that way and then including a link to the video as your primary newsletter content.
If you feel comfortable talking, you could do a voice recording, like a podcast. There is now voice recording software and apps that make this easy to do. If you’re visually oriented, you could create a gorgeous image in Canva and include a bulleted list of tips for an exercise or a simple recipe.
Repurpose content you’ve already created: If you’re stuck on what to create there is a good chance you already have something finished that would make stellar newsletter content.
Is there a juicy blog post you recently wrote? You can copy that text and email it to your list. Was there a video that you posted on social media that got a lot of positive feedback? You can write a short paragraph about it, include a link, and your newsletter is done. Not only does this save time for you, but it helps the people on your list see the amazing content you’re putting out, which they might have missed if they weren’t on social media the day you shared it.
Include a call to action: When you send a newsletter, ask yourself, “What do I want people to do with this information?” It could be something sales related like, “Want more ways to improve posture? Book yourself an introductory private,” but it doesn’t have to be.
A call to action could be as simple as “try this exercise the next time you feel stiff” or “Find this helpful? Share it with a friend who could also use this info!”
And on that note, if you try one of these strategies, we’d love to hear how it goes. You can let us know in the comments section below.
Nikki Naab-Levy is a Pilates teacher and massage therapist for people who aren’t zen, hate green juice, and are allergic to words like self-love (but kinda need it). She has over a decade of experience helping people build strength, improve mobility, and overcome injury.
Nikki holds a B.S. in Exercise Science and a B.S. in Journalism from Ohio University and is a Master Trainer for the Balanced Body Bodhi Suspension System. Her fitness wisdom has been featured in Greatist,Girls Gone Strong, The Balanced Body blog, and Men’s Fitness.
When she’s not teaching a sneaky hard Pilates class, you can find her hiking in the Pacific Northwest with her husband Kc, freelance fitness writing, and chain-drinking Americanos. For practical fitness advice + workouts that don’t hurt, visit her website NaabLevy.com or check out her podcast Moving Well on iTunes or Stitcher.