10 Reasons They Are Not Coming to Your Class

Most of the time I hear that there are too many classes, too many teachers, too many studios and that’s why a teacher or studio is having trouble filling their classes. But, to be completely honest that is a lie. Because as often as I hear there are too many there is another teacher or studio complaining that they are the only ones and so no one knows who or what Pilates is. So, if saturation isn’t the issue (trust me its not!!) then what is? Well, below are some of the top reasons I have found most people are not saying “yes” to you. They are saying “yes” to someone or something. Which one of the reasons below might be your issue?

  1. They don’t know what Pilates is.
  2. They don’t know how it solves their problems.
  3. They don’t see the value in Pilates (because they don’t know how it solves their problems).
  4. They don’t see themselves on your websites/social.
  5. You’re selling the process.
  6. Your site doesn’t allow them to book.
  7. You have too many options and so they need to think about it.
  8. Your website isn’t mobile-friendly.
  9. You don’t tell them how to work with you.
  10. There’s no sense of urgency to act now.

Got an idea of which problem you need to solve?

If people don’t know what Pilates is it doesn’t matter how great of a teacher or beautiful your studio is they will walk by and keep on walking by. But, the common fix for this is to talk about Pilates. The mistake here is that you are marketing Pilates. Which is helpful for EVERYONE. Focus on what Pilates is when people work with you and specifically how Pilates with you helps them!

Most people think Pilates is an Ab workout where others think its a PT based workout. But maybe with you its all about posture or horses. Well, if you don’t work on telling people how you solve their problems whenever you say Pilates they are going to hear what they know (if anything) about it. You gotta be selfish a bit in how you talk about Pilates. What is Pilates with YOU and how does it HELP THEM?

When people say that potential clients think they are too expensive I know its not the price. Its the fact that the teacher or studio has yet to show their value. And people cannot place value on something if they don’t know what it is and how it helps them.

Which is why your website is so important! It needs to be mobile friendly because most people use their phones and ipads to search for things. But, it also needs to show people that look like them doing Pilates with you. They need to hear less on how many trainings and certifications you’ve done (trust me that is not a differentiator) they need to know that you get them, you understand their pain and you can help them. Your site also needs to allow them to book. Yes, it’s important! If they are ready to try you out you want to remove as many barriers to entry as possible. And, by the way, your time is worth it! You don’t want to be booking people all the time. And, if you have too many offerings people don’t know what to do when are ready to book. Do they book the intro session, package, classes, duets, semi privates, mat classes, express session…? Make it clear what a new client needs to do first.

Look at your recent posts, how many times did you post your upcoming classes and workshops? When you post “Pilates tonight 6pm” that’s selling the process. And few people will go “Yass sign me up” unless they already know like and trust you. New people need to hear how you’re the guide. What will they get by working with you? Sell the results!!

Let’s say your site is clear on how to work with you…how clear is it in your social media? Do you talk a lot about Pilates but not how to work with you? How to set up a session? What happens when they work with you? Again, shouting out your love for teaching and the method is awesome…but it doesn’t tell the person who is loving what you’re throwing down know what to do next.

Why should people act now? What do they get (please no discounts) for acting now? Why should they start working with you tomorrow instead of next month? You need to spell it out for people. I know it sounds obvious to you and me that the sooner they start with you the sooner they get the results but you need to tell them that. You need to paint that picture.

For example, I can tell you to watch this course to learn how to fill your classes and workshops. And you are now aware that the course exists and what it does. But, if I just leave it at that maybe one or three of you will be tired of trying to figure out how to make your classes fill and you’ll buy it. Or I can talk about how you’ve got 15 spots in your classes and currently, you’re averaging 5 people. And every week you go without putting my tips into place you’re not just missing out on helping 10 people. Which of course is important. I mean, its why you got into teaching. But, what if you did take this course today? Well, you would spend about $99 sure. But, if you started implementing the tips then in a week what if you had 8 people in the class? And those two people told two friends so that next week they had 12 people in class. And by the following week, you had a waitlist. And not only does that mean you’re helping 15 people a week you’ve sold out! And, you’ve made the investment back on the course in less than a month. So you can wait a week or so to buy that course. But, you’d be literally leaving money on the table and your people would wait longer to get your help.

Look, I’m not saying filling your schedule or your classes is easy. But, what I am saying is that too often teachers and studio owners use excuses as to why their classes are not filled. When there are actually a few reasons that are totally solvable…if you want to solve your problems…that can change the direction of your business in an instant.

So, which reasons are you going to work on this week?

xx~LL

 

Why You Need an Ideal Client Avatar and How to Define Yours

You’ve heard that you need to talk to your “Ideal Client Avatar” aka your ICA either from me or from other business marketing experts. But, you know that you can teach anybody. I mean, Pilates is for everybody right? And, yes, you probably have been trained well and can teach all types of people. And Pilates meets everyone where they are. But, that doesn’t mean you get to talk to everybody. In fact, you can’t. You literally cannot write a post on any social, a newsletter, blog, or journal and talk to everyone and get attention. Even big brand names like Coke, Pepsi, or think of any big brand talk specifically to one person. Why? Because people need to feel like you see them, you get them, you understand them. They need to know that no matter their pain, problem or goal you can help them specifically. So, does this mean you only get to have one ICA? How do they do it and still appeal to so many people?

A simple answer is yes you can have more than one avatar. But, you still cannot talk to all of them at the same time. So, sure, you can have 3 avatars (I would keep it to 3 tops if you really can’t narrow down) but you still have to have total clarity around each one and know which one you’re talking to when you are promoting who you are, what you do and why you rock.

How do you know who your ideal client is?

This gets more complicated but it doesn’t have to be. I find that many teachers and studio owners struggle with this because they think about all the clients they have that they like. But, if I ask them if they would want 20 of that person they quickly remember that the client they like is late all the time, doesn’t want to pay their rates and is inconsistent.

So, first, you need to not worry about what will happen to the current clients you have. You might be a lucky person and have a client who is your total ICA. But, you might now. And that’s ok. We’re going to dive into what you need to know about your ICA and how to talk to them in this blog.

  1. Think about why you got into teaching in the first place. Was it to solve a problem you had? Was it because of how Pilates made you feel? Many times our ICA (or one of them) is us before we discovered Pilates.
  2. What do you like learning more about? I see a lot of teachers take workshops on anything. But, those who dive into something more specific will find a path that leads to working with more people that light their fire and allow them to flex their muscles a bit more. Look back at some workshops at see which ones lit you up so much you wished you could take hours more on that topic? Who does that information help?
  3. What are some non-negotiables in your business? Do you prefer to teach privates or groups? Do you want to teach more people or fewer people? Are there days and times that you will teach or won’t teach?

There are a ton more questions to answer about your ICA. But before we can get to them I want you to answer the above. Because these answers will really define a lot about your ICA’s. If you don’t want to teach mornings we need to own that and keep that in mind as we define your ICA. And its easy to get in the scarcity mindset as we dive even deeper into who your ICA is and start to bend your own rules.

Now that we know what information lights your fire, why you got into what you do and what you non-negotiables are we can start to dive even deeper into your ICA. And remember, the reason we need to be specific is so that when we market who we are and what we do we are speaking directly to our clients (future and current) so they feel SEEN! Everyone needs to feel seen.

Let’s get specific:

  • where do they live
  • when do they workout
  • where do they work/do they work
  • where do they workout
  • how much money do they make
  • what do they do for a living
  • what do they do in their free time
  • where do they get their information
  • what social media (if any) do they enjoy
  • what books do they read
  • what magazines/blogs do they read
  • what groups are they part of
  • what do they like to eat/drink
  • what does a normal day in their life look like

Now, let’s talk about why they need you:

  • what are their pain points
  • what keeps them up at night
  • what would they do anything to have a solution to their problem
  • what do they wish they had more of

How do you help them (hint don’t just write “with my Pilates sessions.”):

  • what about what you do specifically helps them
  • what are your ideal client’s program/how often do they need to see you
  • what do past and current clients say you do
  • what protocol do you want your ideal client doing with you

What are their objections:

  • what will keep them from saying yes to you
  • who will stop them from saying yes to you
  • why might they not say yes to you

Ok, you ready to take all this information and put it together to talk to your ideal client and make them feel seen?

If you know how your future client wants to feel every day and you know what their objections will be then you can literally say: “Hey ___, I know you’re tired of feeling tired and you can’t fathom taking time out of your day for your self-care. But, I also know that back pain isn’t going to go away on its own. You know that too. And, I know that if I was able to work with you each week not only would your pain lessen but you would have more energy. Plus, one day a week we can do it while you’re at your office so you don’t lose time coming to see me in the studio.”

The woman I was picturing was someone who works 12 hour days, is working hard to “get ahead” and so she is sacrificing herself. But, she wants more. She wants to feel good and have more energy. So I know I can get her to come in person once a week but that won’t help her so I am going to also see her the second time online because then she can see that I believe in what I do so much that I will meet her where she is.

Notice how I didn’t write: “hey ___, you’re tired, you’re busy, you may have back pain or neck pain, or postnatal problems. And yeah, I can do posture and pt too!! I like to see my clients 3x a week but we can do once or twice or whatever you want. What do you think?”

Does the person above have pain or posture problems? I don’t know. And does this teacher sound confident in how they do what they do? Nope, they are willing to see their client whenever the client wants…

Going back to the first question: Can you have more than one avatar? Yes, as I mentioned you can. But, you have to go through all the prompts above for each avatar. And, every post or piece of marketing you do you need to make sure you know which avatar you are talking to. On OPC we have three avatars. But, lately, I have only been talking to two of them. And, I only talk to one at a time.

And, if you do this really well do you know what happens. The person you are speaking to so well, the one that feels so seen comes to you, takes from you, and tells their friends. And, there’s a high chance that some of their friends are not just like them. So, by talking super specific you still end up attracting other clients. Your business grows and its because you’re mostly teaching the clients that light your fire!

I’d love to hear who your ideal client is. You can share it with me in the comments below. And, for more support defining your ideal client and how to market to them check out my avatar course here, becoming known, and the client journey. These courses will help you go from an idea to an in-person/online client!

xx~LL

 

How to Choose the Right Scheduling Platform For Your Business

One of the top questions I have seen in the last month is “what scheduling platform should I use?” Or, a variation of “I want to switch from my scheduling system which one do you use?” Whether it is the cost that is causing you to consider a new platform or your business has changed and the one you use no longer serves you, or, you’ve realized you lose too much precious time scheduling/rescheduling clients via text and keeping track of packages on our notes, picking the right platform for you is going to take research. Yep, I know, you probably came here for the answer to which platform you should pick. But, I promise, below I will give you tips to choose the best platform for your business. Ready to have a scheduling tool that literally grows you business by giving you time and options? Here we go!

Loving what you’re reading? Download our checklist for how to choose a scheduling software by signing up for our email list.

First, write down EVERYTHING you want your business to do. One thing that will drive you nuts is if you choose a program based on price and what you do this month. But, don’t consider where you want your business to be next year. I know, why pay for something you’re not using yet. But, most programs allow you to add things on too. So consider EVERYTHING! Do you want to have merch, workshops, classes, privates, zoom? What about it talking to your mail server? I want you to dream big here! If you’ve been in business for a while you might already know the answers to this question. But, if you’re at a pivot point or starting out on your own think of this like you’re back in dating life and you’re dreaming up your perfect match. What qualities matter the most to you? What are “must-haves” and “nice to have.”

Second, what don’t you like about the platform, program or system you are using? If you’re using your calendar and your notes on your phone (yes we def gotta fix that) but what about this is a waste of your time? Btw, YES THIS IS A HUGE WASTE OF YOUR TIME! But, what would you like it to do for you? The tool and systems you use should allow you to have more time to do the things that bring you joy or make you money. Literally write down everything that you dislike so you can make sure you don’t swap and do all the work and end up with the same complaints.

Third, now you can ask people “why do you like the scheduling tool you use?” Or, “what platform do you use and what are the pros and cons?” Note, I did not say ask people “what program do you use?” I also made this third for a reason. If you go and ask people what they use and the pros and cons of it before you make your lists your idea of who they are, how well their business is doing, the story you tell yourself about them will sway you to like one program over another. Its just human nature.

So, do the work to list out what you love, need, deal-breakers, and makers. Then get some feedback with the why behind it. And then fourth, start contacting these service providers and get on the phone with them. Yep, old school. Tell them what you want, need and DEF DO NOT WANT. And they’ll try to prove themselves to you. And, because you’ve got your list you can’t be swayed by charm and deals.

Your time is money. Literally every minute. So, anything your platform doesn’t do that you do on a daily basis is costing you money now and in the future. Because it takes up brain space. And wasted brain space means time lost creating future money-making ideas.

And, before you go all in and let your clients in on it have a friend or family member try to sign up for all the things. Not you. Someone who doesn’t know what is supposed to happen when they sign up for a new session. A friend or family member who is similar to your clientele signing up for a package or canceling a session. See where they struggle so that when you go to train your current clients on the switch its a smooth-er transition (no one likes change but that should not stop you). Afterward, if you’re like YASS this is it. Then do the switch. Yes, it will be work. Yes, it will be frustrating. And yes it will take time. But if it solves all your problems then it should actually give you time and energy back!

Please do this sooner than later. Trust me when you are on the other side of this issue you’ll be like “why did I wait so long?!”

What are you looking for in a platform?

xx~LL

PS when you’re ready to talk dream work schedule (yes it exists) check out this course here and my blog here on making sure your schedule has your future goals in your present day.

Tips for Becoming Known Online

When you first started teaching you may not have had the goal of being known online. In fact, it’s only pretty recent that almost ANYONE could have their own digital products and be like the fitness dvd mavens anywhere in the world without being discovered by “as seen on tv.” But, now, due to social media, the growth and demand of online platforms and CV19 putting most of us out of our studios and offices and into our home-work and workout spaces online you might be desiring to explore being known online. How do you do that though? Is it even possible to become known online since everyone is online? Is there room for you? And, should you do it? Well, let’s talk about it!

A few years ago I launched my course “Becoming Known.” It was a three-part series. The first was all about becoming known in your community. The second two had a lot to do with what you needed to do on your website to help support the in real life community work you were doing. All the tips in these courses still apply. And, much of them can be translated to becoming known online. Make sure you watch my course and check out Blogging and Vlogging as well as “The Client Journey.”  And then add in the tips below.

Let’s talk about what else you need to do to become known online.

  1. Who are you wanting to lead in the online world? I know you think you are for anyone but you’ll get lost in the social media channels and the online world if you try to be for everyone. All my online products that were not tailored to a specific audience fell on deaf ears. But, the moment I got specific about WHO the product was for they sold. I know it’s scary but in the beginning, especially you HAVE to get super clear on WHO you want to follow, like, and buy from you.
  2. What do they NEED? People buy what they need help with. They buy what helps them escape “pain.” Pain can be physical and literal or it can be something that makes them feel better about who they are and what they do. People buy what they need or what they feel they need. You need to know this answer so you can create products and offerings that help solve what’s on their mind.
  3. How do you help them? If you can’t articulate this then it’ll be pretty hard to get known. Because how you help your people is literally what you are going to get known for. And, you want to get as CLEAR as you can on this. Super specific. I know, it’s going to be hard. Truthfully you might not have the answer to this right now. When I first started AGENCY I didn’t have the full clarity about how we help people. But as I kept talking about it and building it the clarity came. So don’t be afraid to get started and try things out to get the words out of your head and online.
  4. Patience and Consistency. You are going to have to practice both of these because you won’t likely go “viral” overnight. And, if you did (yay) but sustaining that is tricky. It’s better to start where you are, get the clarity and consistency going so that your people help you become known because they are superfans and not lukewarm followers.
  5. Read Story Brand.
  6. Yes, you need a website.
  7. Pick a social platform and go all in! I’m often asked which one. Do the one you love and be consistent on it. People need to hear about you at least 7-17x before they will buy from you. So, consistency wins always.
  8. Be a whole human. I know you just want to talk about what you LOVE to talk about. But, your people nowadays want to know ALL about you. So be honest with them. Share your favorite foods, your family, and your routine.
  9. Pick your lane. Sure every idea has pretty much been done. But not by you. So, what uniqueness do you bring to the idea? And how can you show up in that space as you? What do you bring to the room? Go all in on that and then as you grow your products and offerings can grow.
  10. Time management. This is key! Most of us don’t have all the time in the world. Even during quarantine to spend on all the things to launch your online products. So, grab a timer. And time block how much you’ll spend on social, content creation, your life, your other job etc. When the timer goes off its time to move on.
  11. Remember your WHY. There are going to be days or weeks when you doubt what you are doing. If anyone likes it, wants it, cares about it. And, the motivation behind you wanting to become known online will be key to keeping you going when the “going gets tough.”
  12. Start where you are. I know you want to be known online but the people who know like and trust you in your community are not in a bubble. They have friends in far and away places. So, take those local superfans and have them help you get to where you want to go.

I can go on and on and I will in my coaching calls and AGENCY group and someday another course. But, until then please remember that everything that brought you to here will be a great foundation for where you want to grow. So, take what people say they LOVE about you, take your purpose for being on this planet and show people how its the key to what they are looking for. Be bold. Be brave. Show up! Consistently. And, try to have fun! It’s a journey my friends.

xx~LL

PS we are kicking off our AGENCY MINI program on July 29th AEST and in this 7-day program we can help you get your online knowness questions answered. Snag your spot here.

Why You Shouldn’t Discount Your Services

Depending on where you live in the world the date your competitors started teaching for free may differ from me. But, for now, we’ll agree that sometime in March the fitness industry and especially many Pilates teachers started teaching live workouts on every social media platform they could and doing it for free. In fact, the morning after my studio was closed indefinitely I felt like every teacher in the So cal community who used to charge $20+/class and had a waitlist started teaching for free. EVERYWHERE. And, not only did this leave them exhausted it also left them more worried than those I know that didn’t do this. In fact, discounting your services or offering them for free not only will hurt your bottom line it will leave you fill drained and on your way to burn out. Why? Let’s review why discounting hurts your business and some things to do instead.

First, discounting your services not only leaves you taking home less than what you need. And, lets get real, were you charging your worth before? Were you? Probably not. So, now not only are you making far less than you were before which already wasn’t enough to have a runway to get through this unprecedented time. But, you’re also telling people that what you were charging before was likely too much. And, when we are on the other side of this how will you go back to your pre-rona prices?

Second, Your business bills didn’t get discounted. So, now you have to teach even more just to make the same amount. And, yes, while people now have more time than before to workout they are still not picking up the phone and trying out a random teacher. They are taking the classes they did before even if it’s been a year or two. Or, they are asking their friends. So, you need to be nurturing your current clients and asking them to help you get their friends to class. But, if you discount your services to get these new clients in its not rewarding the loyalty of the clients who love you and want to support you. Also, you’re left with the issue of raising your prices on these new clients when “life goes back to normal.” Something very few teachers enjoys doing.

Third, most people are not researching “discounted Pilates near me.” Or, “free Pilates.” They literally are asking their friends and then looking you up online. Even more of a reason to have a stellar website for when they stalk you. So, discounting your services doesn’t bring you a slew of new clients just because you put a slash through the price.

Fourth, and maybe one of the more important reasons, when you discount or offer for free you definitely make it harder for every other teacher in your community, and the world to charge their worth. When you discount your work you devalue it. Devaluing the amazingness of Pilates doesn’t mean you’ll have more. It means everyone will have less. Why would anyone want to do a workout that lacks confidence in itself to charge its worth?

So, what can you do instead of discounting your work?

Take this time to get your business organized. Go over all your website copy, your social media bios etc. Are you talking to your ideal client? Are you telling them how you help them? Why they should work with you?

Evaluate how people can work with you. Maybe you used to sell 10, 20 or 30 packs of sessions. Maybe you keep your prices the same but you change the size during Covid 19 times only. For example, if you normally charge $1000 for a 10 pack of privates you charge $300 for 3 or $500 for 5. They are still paying the same price but less at the front end. Be clear that this is for this particular period of time. I stopped selling my ten packs for now because the reality is myself or my clients could get sick. I wanted to have less sessions on my books to have to worry about owing people. So, my clients pay one at a time for classes (they pre-pay) and they pay either a single session price that is more than a 5 pack session price. But, the 5 pack is at the cost of my 10 pack.

If you were doing only privates maybe you teach duets or semi’s and everyone can pay a bit less for the session but you make more for the hour. This is a great way to start to work less and make more! Everyone wins there. (All examples are considering virtual sessions but keep these in mind for when you are teaching IRL).

It’s a CV19 world! You can change your offerings, schedule and how you teach clients to however WORKS FOR YOU! But, that doesn’t mean you’re worth less just because you are teaching less or not teaching in your studio.

Focus on the VALUE. Take the time to go through all the testimonials. What do clients say about why they take Pilates or fitness with you? People don’t care about Pilates or Barre or HIIT. They care about how you help them. The value you bring to their life which they pay you for with money. You teaching them =energy. They repay that energy with money aka energy. But, you have to tell them WHY YOU! What do you offer them (that’s not a discount).

LOVE YOUR SELF! If you take this time to do some deep self-work, why you do matter? Why you are worth charing more etc.? You will see massive growth in your business when we are on the other side of this. Maybe you need to see a therapist right now or read some books that will help you see how amazing you are and help work through whatever is causing you to feel like you need to discount yourself or teach for free to be relevant. We have been given a gift to get to know ourselves more than ever. That famous quote “Wherever You Go There You Are” has never been more true. Do not try to run from this time. Instead, dive in deep. What do you want out of life? How can you use this time to create the space to make that happen?

My fitness pro, I freaking love you. Prior to CV19 I saw what discounting services did to many peoples businesses. It wasn’t pretty and it doesn’t work. If you base your business of a price and that’s your focus for getting clients it will be a race to the bottom. Someone out there will always be able to go cheaper than you. Focus your efforts on who you want to serve, why your rock so much and charge your worth. You’ll be able to thrive on the other side of this.

xx~LL

PS if you need to talk more about this please contact me for a coaching call or join AGENCY and get the support of an entire community!

Tips for Using Social Media to Market Your Business

Social Media has made it clear it’s here to stay! It’s also done a very good job keeping our potential and existing client’s attention. And, its omnipresence in our lives can make you feel like you need to have thousands of followers (to get the swipe up feature) or the blue checkmark. Or, if you just find the perfect caption or hashtag then your classes will be full! Maybe you’ve considered boosting a post because it could reach 31,000 people and that would be epic…it’s only $12.00….stop! If you’re a small studio, home studio or solo instructor you likely will never need or benefit from a boosted post. And, for all Pilates teachers, social media can be super helpful. But, is it the means to the vision you desire? Probably not. So, here are some tips for using social media for your business without wasting your time.

  1. You need to have a place to send people back to. aka a website. If you don’t have this yet then all the followers and likes in the world will not be able to actually give you money, know how to work with you. And, if the platform you’re using goes down one day you SLO.
  2. Social media is about being social. Posting and ghosting is sooo 2015. But, scrolling, “like pods” and 30 hashtags a post does not give you the ego boost…I mean..post algorithm boost you’re looking for anymore. Engagement is what matters. So, when you post create content that people want to engage with. Then go be engaging in other’s posts. Read- People who you want to see why you rock. Which is hard if you don’t know who your future client is on IG or FB then finding them and commenting on their posts can be tricky. But, that would be the more strategic way to get people to find you and see why you rock.
  3. Search engines don’t read your posts so be sure to put all your expertise on your website (which the search engines do read) and then share that awesomeness on your social where people might click through from your website.
  4. Go find your peeps and engage with them. Yep, I said that in #2. It’s that important.
  5. FB ads are super great if you can afford to “pay to play.” But, since most of us really only need 20 good consistent clients and studios about 100 give or take. The amount of money you’ll spend A/B testing which ads of awareness work and then getting those to come in to actually use your space it’s likely at best a wash if not a loss leader. I’m not saying it doesn’t work for some. But, if you don’t have pixels to do retargeting campaigns (which you can’t do for boosted posts) then that money is mostly going down the drain.
  6. Think about how you use social media as a human. What do you click on? How often do you need to see an ad of something before you click? Do you buy workouts through ads? If so what did the ad say, promise? Look like? What posts get you to like, comment or even follow?
  7. Are you hanging out where your client is? Many of you are all over IG but your client might be loving living in FB and in its groups. You don’t need to use social media for your business but if you’re gonna you want to use it where your people are.
  8. What do you help people with? Yep, people don’t care what time your class is as much as they care how you help them. It sounds rude but it’s true.
  9. Set a time limit on yourself. Social media posts creations, scrolling aka consumption is a total time suck. And, the ROI is not as good as referrals from the clients you have, organic searches online (must have good SEO which means you must have a website) and in-person interaction. Yes, you can get a client to meet you while you’re walking down the street.
  10. Know your goal! I have tons of clients I coach who do not use social media at all for their business or even their life. I have other friends who dominate their goals because of it. If you’re unsure if you should be using social media share your goals below or contact me here and let’s talk about it.

I’m a fan of social media! Yep, I so am. But, I rarely post on my personal FB profile. I mostly use it for connecting with you, and other Pilates lovers and teachers around the world. I have met some of the best friends in my life because of it. And, yes, workshop and online clients too! But, Social Media can also cause insecurities, loss of time towards doing what you love for the clients you love. And, I also think makes people think they need to have all these followers that truly don’t mean anything for most of us.

When you post on social if you’re lucky 1% of your followers see your posts. And, if those random less than 1% comment enough soon enough then the algorithms deem it “viral” and then they send it to about 6%. Yep, that’s right. So, think about it. How many people is that? I bet you could email, call, text, personally dm or go meet outside as many people in less than a day and actually get responses back from those in your community who could actually take a class or session from you.

My ask of you is to focus first on your website. How does it tell those you are trying to serve that you’re the best for them. And then, how can you use social media to drive traffic to your site and ideal into your schedule?

xx~LL

PS: I go over social media tips and the newest things you need to know daily in my online coaching group AGENCY as well as in coaching calls. If you want more support in this area then check out the only community that supports teachers on their business from apprenticeship to 30+years of teaching.

Are You Making One of These Mistakes? It is Costing You Money

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.

  1. 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.
  2. 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.”
  3. 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.
  4. 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.
  5. 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.
  6. 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.

xx~LL

What Should You Be Blogging About

Since blogging is far from dead (it really is) you’re probably more worried about what to blog about than anything. Because of my blogs, I have thousands of hits on my site every month. And you can have that too. But, you have to be writing blogs that answer the questions your ideal client is asking the search engines. So, how do you figure that out and then what do you blog about? Well, luckily I’ve got a list of ideas below you can use!

Personal Blog Topic Ideas

  • 10 things most people don’t know about you/your studio/your teaching
  • How you prepare for ___
  • What’s in your Pilates bag
  • Five things/exercises you can’t live without
  • What you love about teaching, Pilates, your clients
  • How you became a teacher, studio owner
  • Behind the scenes
  • Your top 10 favorite things/exercises/props
  • Go to leggings, exercises, books etc

Your Product or Service Blog Topic Ideas

  • 10 reason to fall in love with—
  • How to pick the right product or service you offer
  • 10 things think about when starting Pilates
  • Spotlight your product/service
  • 5 ways your service helps ___
  • Faqs are great blogs!!!
  • Top 10 questions you get asked
  • What clients have said
  • What to look for in a teacher/studio/class
  • What it looks like to work with you
  • Client interview
  • why are people not hiring you

Put these on a doc and start brainstorming. The ones that you can’t stop writing about are the ones you should use and toss the rest or save them for another time. Pick a blog schedule you can keep up with and get to blogging. For more tips on how blogs get your clients check out my client journey course and blogging for your business.

xx~LL

How to Attract More People to Your Website

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!

xx~LL

Do You Need to do Videos to Grow Your Business?

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.

xx~LL

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.

Do You Need a Welcome Series?

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

Add value

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.

xx~LL

PS the next webinar on this will air June 26th 12pm pst and replay until July 3rd.

 

What is the Difference Between a Blog and a Newsletter?

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!

xx~LL