How I Prepare for a New Client

When you get a new client in your studio there are a lot of butterflies on both ends. Your new client is wondering if this, Pilates, Yoga, Fitness with you is going to be what they need to meet their goals or take away their aches and pains. And, you’ve got butterflies because you know you need more clients in your books to help you earn more money and help more people. So, how do you feel more confident when you have a new client coming in? Here are my go-to tips for when I have a new client.

1) Know your numbers! I’m very clear on my rates, my packages, and what each package equates to when it comes to helping a client hit their goals. If they are coming in for a specific goal and they have a date they want to achieve it by I know which package to offer them in order to help them achieve it. Of course, I hope they stay longer and truth be told they will but in the beginning their why is all they care about. Beyond their why is something I can tackle while they are a client.

2) Be clear on who your ideal client is. This is soo key, my friends. Sometimes I get a new client that I am not the right teacher for. Generally, I am able to weed them out and refer them to someone else before they come in for a first-time session but occasionally it happens. And, it’s important to be able to say no to them after the session. Because, if you are not the right person for them eventually it will not work out. So better to save both your times. And, also clients who are not your ideal client will not refer you more of your ideal client.

3) Tell them what to expect. I love to make sure they know everything about how to find my studio, where to park, where not to park, what to wear, how early to show up, how long the session is! EVERYTHING! I have a pre-written letter that I send out and I even link to it in a confirmation. This helps them feel more comfortable before they even come in. The more you can communicate like you’re already in a relationship the higher the chances of them feeling confident that they can trust you and buy future sessions with you.

4) Tell them when you will follow up with them. And, then make sure you do! No matter how the session goes I always follow up with my first-time client. I remind them of their goals, how Pilates will help them and if they scheduled another session I remind them of when it is, what the cancellation policy is etc. If they didn’t and I want them as a client I offer them times to come in, how long it will take to feel the benefits and ask them a question that requires a response.

5) I have everything ready for them when they arrive. Think of a first date. If the date was late would that make you feel good about how much they value your time? If the date was disorganized would that make you feel like they were an expert? That they could keep all your needs in order? That they could take you where you want to go? Pull out the red carpet for new clients. And by red carpet, I don’t mean discount signs.

I could go on and on but I don’t want to overwhelm you! Pick one or two of these that you are not doing and give them a try. Then add in another one or two. Until they become a habit and you have your own system. And, then, write it down! Then you can review your system before every new client comes in.

Which tip will you try? Post in the comments below.

xx~LL

6 Tips to Get More Clients

In a perfect world, clients would just grow on trees, right? But, while this world is pretty great clients instead come to us through variations forms of marketing. And, it’s important to know what these different routes to you are and use them to attract your ideal clients. Because even if your schedule is full someday you will need another client or few. Your favorite clients will move. You will move. And, so something you can guarantee you’ll need to have set up in your business is a way to consistently attract new clients to you. Here are 6 of my favorite tips for getting new clients.

  1. Be Known in Your Community: This means getting outside your studio and going to networking events, community events, add meeting local business owners in your neighborhood. The more people know who you are, what you do, and whom you are for the more they can tell people who complain about not feeling good, having aches and pains, looking for a trainer that you are the rockstar teacher for them!
  2. Add So Much Value: to your community, clients and if you’re a studio owner your teachers that people sing your praises! If you focus on your existing one or few clients truly feeling the benefits of Pilates with you they will feel the need to reciprocate and will share your good words to everyone!
  3. Make Your Website Work For You: This means you have to have a website and keep it updated. One of the best ways to do that is to blog weekly (yes, weekly) about the top things people search on the internet that you can help with! Consistent blogging keeps your website updated, helps your SEO (the thing that drives traffic to your site) and shares who you are and what you do with those who come on your site.
  4. Create an Email Campaign: this is something I cover in my courses “Client Journey” and “Take Your Newsletters to the Next Level.” This includes having something on your site that exchanges a potential clients email for something of value and then an email campaign that you write one time and it guides people to your core offering.
  5. Client Referral Rewards Program: I am not a fan of discounts for new clients. I truly believe in rewarding existing clients for sharing how awesome you are. And, there are many ways you can do this. All depend on what your services are and their prices. For my business, I give a free late cancel, a sort of get out of jail free card, for every new client that buys a package. They have to buy a package for the reward to be kicked in. And, you’ll want to remind your clients of this reward program regularly.
  6. Talk to Strangers: Yep, if you want new clients you got to get out there in the world and tell strangers who you are, what you do and whom you are for. You cannot wait for clients to walk by your doors and hand you their credit card. That doesn’t happen often enough to pay your bills. So, get out there, make eye contact. Get told no. It will help you refine your pitch and also who you are looking to talk to. If you are fishing in a pond of cheap fish switch ponds!

I would love to hear which of these tips you are going to try this week. Post your plan in the comments below.

xx~LL

How to Get Past the Objections

It doesn’t matter if you’re teaching Pilates, Fitness, Barre or selling make-up, cars or coffee. You will hear objections to your offers. And, it’s so easy to take these objections personally isn’t it? I mean when someone tells you it’s too expensive you may feel like they are saying “you’re not worth it.” You may wonder or be tempted to offer a discount. Tell yourself, “just this once” and believe that a lower priced package will get them to fall in love and see the value of what you offer. And, that’s just one of the objections we hear. There are so many others. And, if you want to grow your business you are going to have to get really good and overcoming them. Let’s talk about how you can do that.

  1. Price objection: this one is probably the most often used. I mean, I’ve even used it places to get out of doing something or buying something. And, it’s rarely true. What is true is that I don’t really want the thing or want the thing right now but I want to end the convo so I say its the price because everyone can understand this objection and no one is going to argue with me. Right? You know you’ve done this too. So, how do you overcome this? First, be upfront with your prices. Put them on your site. Or tell people before they come in. Then you and the client both don’t waste a first time session. If they can’t afford you even if they love you they can’t afford you. Second, make sure your first time session or intro packs are aligned with your regular prices. Third, be sure you are fishing in the right pond. If you want people who can afford ___ rate then advertise at places they hang out.
  2. Time Objection: A great objection for the person who is not ready to commit. Or, never likes to commit. When setting them up for a session be sure to ask them questions that will help you get clear on their availability to add something new into their life. If they say they work 6 days a week and commute an hour each way and you tell them they have to come in 3x a week they are going to believe they don’t have time. But, if you hear all that and then ask them to come on their day off or on their way into work once or twice a week as they feel the benefits of working with you they will start to see how they can add more sessions in.
  3. “I need to think about it” objection: This also is often the one where they need to talk to their spouse or parent. Again, I find this to be an easy excuse in life to use because who is going to argue with that? Couple ways to get around this is on your intake forms on your site or in person ask them if they have ever invested in their fitness before. If they have you are less likely to hear this objection. If they haven’t then keep in mind this is not just a financial or time commitment this is a big step in their life. They’ve not spent money on something that isn’t tangible like jeans, a car etc. So, remember to help them see that you’re the guide for them, the person they can trust to help them get to their why. Do not worry about selling them Pilates. Focus on connecting them to their why with you.

What are some objections you’ve heard? Share them in the comments below and I’ll be back to check and give you some tips for overcoming them!

Remember, if you think that people will think Pilates is too expensive then they will. If you think you’re too far away or it takes too long for people to “get” Pilates all this will come true. But, if you spend more time thinking about why Pilates with you then people will have no problem saying YAAS!

xx~LL

3 Reasons Your Newsletters Are Not Effective

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?

  1. 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.
  2. 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.
  3. 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!

xx~LL

Are You Doing This to Get Clients to Hear About You

During my last workshop in Poland there was a question about how to market oneself if you are able to teach kids, pre-post natal, elderly, women, men…basically, how can they market themselves to EVERYONE! And I said you can’t market yourself to everybody at the same time. When you tell people what you do when you try to advertise your work do you try to talk to everyone? The truth is, in every business not just Pilates it’s important to know who you are for and why you are the teacher for them. And, then, you have to start with making them aware. Are you taking the time to make people aware of you?

I’m sure you think you are. You post pics of you on Instagram and Facebook. You tell your friends and family. But, are you actually taking the time to meet your future clients where they are?

Getting a new client doesn’t happen overnight or even randomly. On occasion, you’ll randomly meet someone who will hear what you do and sign up. But, I’d bet they’d done Pilates before in the past and were so stoked to hear about you because they’d been thinking they want to do Pilates. The average person needs to hear about your offering 12x. That’s what the new data says.

So, if you’re telling people about what they can buy from you or what classes they can take that’s skipping a step. You’re not starting with awareness.

Awareness is like making eye contact with someone at a party. Think about the last time you made eye contact with someone you didn’t know what happened next? I know for me the last time I did that I smiled. And then I went back to my conversation. But, about 20 min later I saw that person again. Eye contact. Smile. Back to the conversation with someone I knew. An hour later we ended up at the food table together and we said hi, introduced ourselves and a conversation started.

But, we didn’t exchange phone numbers until the end of the night.

And that is just a potential friendship! Not, a potential client. No money was being exchanged. So, think about your future client. If it took me several eye contact moments, a whole party and several texts to get a coffee date with someone. How long will your future clients need to make your eye contact, hear about you and get touch points from you to give you money and time? Well, the average is 12 x.

So, I know that sounds like a lot but you can do this. It’s all in your control. If you’re out in your community meeting other businesses owners and collaborating with other future clients will see and hear you. If you’re posting blogs, sharing testimonials that’s a touch point. If you meet someone in a line at a Starbucks and then follow up with them and they run into them again at Starbucks those are all touch points. And, even better, if their doctor tells them to do Pilates that’s a touch point. If their friends are doing Pilates and talking about it that’s a touch point.

You don’t have to be ALL the touch points but if you are taking the time to share the very basics of your teaching…make eye contact. Post to share who you are and not to sell a spot in your class. Those are all going to be little moments of eye contact.

Our clients are on a journey to get to us. There are specific stepping stones for them to be on before they will commit to you.

They have to become aware of you first, hear about who you are and what you do and why you’re for them. They then need to be able to dabble a little more without a major commitment financially. Like a first time session or assessment. Then they can be swayed to buy a membership or a package. It’s a journey. Are you skipping some stones when you are trying to get new clients? Don’t worry, so many people are.

The first step, start with knowing who you are what you do and why you’re the teacher for them. Then start with awareness. Tell a story. People love learning about people through story. Start with the awareness part. The rest of the stones are going to be more work. And I’ll be talking about them in my next webinar.

If you want more new clients if you want it to be easier to get new clients you have to take them on the journey.

Are you ready? My latest webinar will help you discover the journey you need to take your future clients on. Join me here. Until then, what are you doing to create awareness?

xx~LL 

 

6 Reasons Why They Didn’t Buy Pilates From You

You know you’re teaching is en pointe. You have a great space. You asked them their goals, your prices are competitive (maybe even a little too low) and you and this new client had a great session. But, at the end of the session, they said: “I’ll think about it.” Which leaves you feeling bummed, worried and wondering what you could have done differently. You may even think you’re not good enough to teach. Their objections to Pilates might have you creating “intro packages” or other discounts to get people to say “yes, I am in!” But, most of the time when new clients don’t buy Pilates it’s rarely due to the price.

The new data is in and it takes 12 touchpoints to get a client (customer) to go from hearing about a product or service to buying that product or service. 12! It used to be 6! People are so bombarded with information we have to stand out above the noise not add to it. Most often our efforts to share our love for Pilates is more noise than information.

If you’re constantly hearing objections or worse you’re not even getting new clients in to hear objections check out some things you might be doing that hurt your efforts to grow your business:

  1. You are trying to sell Pilates- clients don’t need the history day 1 they need to know WHY YOU?
  2. You have so many package options they have to “think about it.” People make decisions when they have fewer options. Make it easy on them to decide.
  3. You’re selling before they even know who you are. People don’t get married sight unseen. When you’re selling them a package before they’ve laid on a Mat you’re asking them to commit. Would you? No, you probably want to know who they are, why they’re the right person for you, how they can help you. There is a whole journey they need to go on! I’ll be chatting about that in my next webinar! Give people time to go from “hello, I am ___ and I am a Pilates instructor who ___.” Before you say “buy this membership or this package.”
  4. You’re too available. People want a busy restaurant. I promise. The more I try to fire a client the more they move their schedule around to fit mine.
  5. You don’t tell the client what to do. People don’t often know that they are supposed to come in a certain number of times, pay ahead of time, cancel in a certain number of hours. You’re the teacher. Teach them what to do next to keep Pilates with you in their life.
  6. You think that Pilates is expensive. Scarcity mindsets and money stories hold most teachers back. If you’re thinking with your wallet then you will not be able to build your business. If you see things for how much they cost and not for how much they are worth you’ll always struggle with building your business. You help people live better lives. How much is a better life worth?

I know you want to teach more people that inspire you. I know you want to work a schedule that allows you to have a life and keep Pilates in your body. I know you are trying so hard to make your magic happen.

If you are doing any one of those 6 things it’s time to make some changes. You are the only person who can do what you do. You are the only person who can teach how you teach. It’s time you systematically share who you are, whom you are for and what you do with the right people. Take them on a journey from “hey” to weekly consistent client.

Are you ready for that?

Comment below with what you want to change in your business!

xx~LL 

Asking the Right Questions to Make Them a Client For Life

I remember when I first became a Pilates instructor I was given a sheet with questions on it and told to have the first time Pilates client “fill them out.” And, the first time I did it the whole process felt so clinical. I know that for some people this form is personal and they would prefer to fill it out themselves. But, just because they gave me their emergency contact and history of injuries I still didn’t know them. And, here we are about to spend an hour together. At the end, they are hopefully going to fall in love with me and Pilates. But, it’s going to be a lot of “hope” if I don’t have some key info about them.

After that first client, I changed up how I did a first time session. I added questions to get to know them better not just their injuries or past issues. I wanted to know their goals, their plans for the future and a little bit more. But, I didn’t want to be an interrogator either. So, I had to come up with a plan for how to get to know them and their internal drives more and also allow them to move and experience Pilates.

  1. What’s their Why? Seriously, why did they come today? Why now? And, why You or Your Studio?
  2. Are you and what you offer the best for them? If so, share that with them! Brag a bit. If not, help them find the right teacher! Contact that teacher and let them know you’re sending them a client. They’ll remember you when you’re the right teacher for them
  3. You cannot sell Pilates. You can only sell yourself as a guide for them. Pilates is your tool but they are buying you and your expertise.

So, now that you know my 3 biggest things to keep in mind during your first time session you are probably wanting to know what questions I ask exactly. Well, for that you will have to join me for my webinar on “asking the right questions on Wednesday” or my course on “first-time to lifetime” and if you’re in Australia or New Zealand I will be teaching this workshop in person in November!

What questions do you know are key for converting a first time client?

xx~LL 

Why You Need a Substitute Teacher and Where to Find Them

Having someone else teacher your clients for you while you’re away on a trip or training might strike a chord of fear. I know, most teachers are not keen on letting someone else teach their clients. I mean, what if your client likes them better? I bet reading that out loud made you realize just how funny that sounds. Your clients love you. And, if they are willing to go to a sub or guest teacher you are amazing at what you do! Most clients don’t like change and would rather miss their Pilates than take from someone else. But, you should want your clients to take from a guest teacher. It’s good for your business and for clients!

Before we talk about where to find these guest teachers or subs let’s cover three reasons why you should want and be cool with having your clients take from someone else:

  1. Consistency is key! If you take a week off Murphy’s law would almost guarantee your client will be missing the week before or after. By aranging a sub for them you can ensure they only miss what they would have on their vacation. Allowing them to remain consistent, keeping Pilates in their schedule and you feeling guilt-free about taking some much deserved time off.
  2. They’ll realize just how good you are! When another teacher works with your client they will finally hear what you have been trying to get them to understand this whole time. They will also be excited to share (or lament if that’s their personality) about what they did with the other teacher. This is not an “I liked them more” convo but just a “look what I remember, I was a good student” share time.
  3. Clients who take from other teachers hear new things because every teacher has a different pair of Pilates eyeglasses on. It’s easy overtime for clients to tune us out. By hearing a new analogy, new cues or just a new voice they’ll listen to you better the next time you teach them.

Now that I’ve got you convinced that your clients will not leave you for the sub or guest teacher, in fact, they will probably last longer how do you go about finding this person?

If you are a studio owner chances are you have some options to turn to. If you’re an independent contractor it gets trickier. Or, if you work out of your own home or solo at a studio, like an independent contractor finding a sub or guest teacher isn’t as easy.

  1. Talk to your legal expert to make sure the payments for these sessions is kosher. I’ve got a great one if you need just contact me here. She is a fitness instructor who also is a lawyer!
  2. Take from other teachers in your community. When you find one that teaches like you inquire if they are interested in subbing when you travel. If so, is it possible for them to teach at your space? Clients are more likely to take from a sub if all they have to do is show up like usual.
  3. Make sure your client cards are up to date. This makes it easy for a guest teacher to step in, teach the session your client is used to and go.
  4. Follow up Check in with both the teacher and the client to see how it went. The first time might be awkward fro all parties. But, eventually, it’s easy and natural.

If you are a studio owner and the clients are studio clients I highly recommend that clients take from more than one teacher as a policy if they come more than two times a week. This makes it easier and more natural for clients to take from other teachers when their primary teachers are away or sick.

For my independent contractor in a studio with other teachers be sure to introduce your clients to other teachers when they are in for their session so that when you offer up the guest teacher it’s not a random teaching stranger but rather someone they are used to teaching.

Are you ready for your next trip? Whose going to sub for you?

xx~LL 

 

3 Tips to Winning Your Clients Back

Have you had a client go on vacation, have the best time and then come back to their life but not to their Pilates schedule? Or, that client that came 2x a week religiously, got sick, took a break and you haven’t seen them since. There’s a whole lot of feelings when situations like these happen. First, you’re worried? Are they ok? But, you see on social their totally fine. So, then, frustration and feeling rejected ensues. I mean, they loved class with you. Why aren’t they back? Did you do or say something wrong? Should you call them? Ugh, but it’s been weeks, so now it feels awkward! Am I right? When did running your Pilates business feel like dating?

Here’s the thing, we are not the right teacher for everyone all of the time. Sometimes it’s good for clients to take a break. But, what if it’s not. What if it’s the right client and teacher and you know that life has just gotten to them and you want to be there to bring them back, to return them to life? Can you get an old client back?

Yep, and here are three tips to winning clients back:

  1. Contact them! Ok, before you roll your eyes and stop reading this blog hear me out. You probably connected them once when they were supposed to return, maybe even twice. And then you stopped reaching out. I get it. It feels awkward. But, you don’t know what’s going on with them. You may have emailed them the day they got bad news. They saw your email but just couldn’t respond. So, call them, say hi, if you can help them with anything. Don’t ask them to come in just be supportive.
  2. Have a Newsletter: Yes, this works! If you were already writing a consistent newsletter and making sure all your clients opted into it then your love notes would be hitting them regularly. I have two clients that travel a ton and always respond to my newsletters when they are going to be back in LA.
  3. Create a Community at your space. Yes, you can do this even if you teach Privates only and even if you’re an independent contractor. So many of my clients are friends because they pass each other between sessions. That little 5 min break where I am washing my hands and using the ladies they are gabbing away. If you have classes this is easier if you introduce people and encourage them to say hi to their neighbor in class etc. But, the accountability of the others knowing they are missing class keeps them coming back. For those of us who mostly teach privates introduce your clients to each other as they pass. Over time they get quite comfortable gabbing away. They usually start by lamenting over how you torture them! It’s fun!

Here’s the thing, clients are going to disappear. But, there are some key things you can be doing in your business to mitigate those disappearances. And, here’s the thing, getting a new client costs a lot. It costs time and money and those are two things I don’t want you to waste. So, setting your clients and your business up to strengthen your retention is key. If you want to get clients back and also prevent losing the good ones be sure to join me on my next webinar.

In the meantime, go ahead, call them! What’s the worst thing that happens they block you? They don’t call you back? Ok, that’s at least an answer and so not the end of the world. You’ll feel free to go ahead and fill there spot with a client who is more dedicated.

xx~LL 

6 Things You Can Do Right Now to Get More Clients

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?

Good! I was hoping you would say so.

  1. Have an updated website! When’s the last time you looked at yours?
  2. 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.
  3. 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!
  4. 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!
  5. 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.
  6. 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!

Which of these tips will you do this week?

xx~LL 

3 Reasons You Are Not Teaching Your Ideal Client

It’s another week and you’re still teaching the same clients. You love them but you wish that you were teaching more athletes, more privates, more classes or just more inspiring Or, maybe you’re not teaching any session and you’re freaking out! How are you going to pay the bills? Was teaching a good idea? How come that teachers schedule is full? Whether or not your schedule is full or not has little to do with feeling fulfilled. You yearn to be teaching a particular group of clients and you feel like you’re ready and waiting but where are they? Why don’t they realize that you’re THE TEACHER for them?

#1 They don’t know you! I know, how is that possible? You’re posting away on the social channels, you’re going studio to studio teaching or trying to teach and you’re telling all your friends how much you love what you do. Why then does nobody, or at least the body’s that you are the best teacher for unaware of your magic? Simple, you haven’t told them. Sure, you told your friends and the platforms but you haven’t told the people who know your people. You haven’t blogged so the search engines can’t tell people who you are. You haven’t gotten out to the communities where your client is. And, if you have then you haven’t been clear about who you are what you do and why you rock at it!

#2 You’re not clear on who you want to teach. As much as you want everyone to love you and what you do it’s not possible. And, I know it’s scary to niche down or turn people away but it’s better to only teach the clients you are right for. Because they will refer you more people like them! Say yes to the wrong clients and either they won’t sign up with you or they will and they’ll refer more people like them. And, sure, you’ll be busy but busy with peeps who drain you and make you wonder if teaching is right for you. Can you change your mind? Sure, will everyone in your schedule fit 100% into your box…nope. But, the clearer you are the more people who will hear your awesomeness and over time the more people who will light your fire and challenge your teachings.

#3 You’re not clear on why you rock. Maybe you don’t think you rock? Or, maybe you’re afraid to shout from the rooftops that you are really good at something. Perhaps you think people won’t need or like what you are the best at? And if your answer “LL, I’m brand spanking new how can I be the best at anything?” Well, my newbie, you do something great! Just ask those who you practiced teaching on why they kept coming back. They’ll tell you! And, take that feedback and run with it! Over time your other gifts will reveal themselves.

Did I call out your excuse? If I didn’t don’t worry, there can be endless reasons why you’re teaching your ideal client but don’t let all of them turn into excuses that you get to keep around. Let’s talk about what you are doing and what you can do be doing more.

I’ve heard there is no money in Pilates, Yoga, etc etc. WRONG! And, if you hear someone say that you send them to me. There is money in doing whatever it is you’ve been called to do. But, you gotta let people know! They are not mind readers. They’ve got a lot going on and they need you to shout loud and clear why you’re the person for them.

And an easy spot you can do this is your website! Do you have one? How’s it working for you? I’ve got a 1-hour webinar that will help you break down exactly what you need on your site (and what you don’t) coming up. Let’s make your website work for you! And, if you’re not sure to contact me here.

xx~LL 

Questions to Ask All New Pilates Clients

When I first became a Pilates instructor I only knew to have new clients fill out the “New Client Intake Form” sign a liability release form and then do my best to show them that I and Pilates were exactly what they needed! Does that sound familiar to you? It wasn’t too long into my teaching career that I realized I needed to know even more than an intake form asked. And, while I am sure you are sitting there, reading this and nodding your head with me I should say that I’m not talking about their body.

Not that more info about their body isn’t necessary! But, for the purposes of this blog post, I’m going to talk more specifically about other things that give integral info for taking a new client into a regular client. Here are just a few that I like to ask new clients during their first session.

  1. What do they think Pilates is?
  2. Where have they done Pilates in the past?
  3. Have they ever paid for a fitness instructor before?
  4. How much time each week they can devote to doing Pilates?
  5. Why are they coming to do Pilates?
  6. What other workouts do they do and how often?
  7. When do they expect to see results

Often times these questions lead to other questions as I dive deeper into who they are, what motivates them, how strong their commitment to their body and goal is, how realistic their expectations are and more. See, I believe that in a first session clients are not going to fall madly in love with Pilates. And, while I know that it is possible, I was someone who totally did fall head over heels for Pilates halfway through my first class every client is different. Some clients are so disconnected from their bodies that they are not going to feel most of Pilates. So, rather than overcorrect them and spend time telling them everything they are doing wrong. I spend my time trying to connect to them, find out how Pilates can fit in with their life today and then potentially change it for the better.

It does require being a little more conversational and being like a detective. But, by the time their session is over, you’ll be able to confidently tell them a Pilates workout regimen that will fit in with their life and their goals. For example, if someone wants to have a full on body makeover by their wedding in 6 weeks and you find out they travel for work every other week you can confidently share with them what you are capable of doing by their wedding if they come every day they are in town. It allows you to be more honest and authoritative without being condescending. Or, if someone needs to do Pilates three times a week but they have been sharing with you that they have never paid for a fitness instructor before you’ll have that knowledge in your head. You’ll be able to say “I know that it’s a big leap to go from never working out to three times a week Pilates practice. But, your goals for coming here were ___ and your body needs more ____ so a consistent practice three times a week will help you get to your goal by ___ _. Or we can do twice a week and potentially get close to your goal by ____.”

You are a great body reader as a Pilates instructor but psychic’s and mindreaders we are not! However, by asking these questions and more you’ll be a fabulous detective that will help every person that comes looking for Pilates find the plan that works for them and for you.

For more on this subject join me on August 30th for my next webinar “Ask the right questions for Client Conversion and Client Retention.” We will be discussing how to layer these questions in, follow up questions and questions to ask after they have become a client to continue client retention.

Got a question that you like to ask? Share it with our readers by commenting below!

xx~LL