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

 

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

What is a Pilates Teachers Schedule?

When I first became a Pilates instructor I was teaching clients and classes every weekday morning from 6 am to 9 am then racing to my other job across town to manage a jewelry store. And then on most weeknights, I would race back across town and teach one or two more clients. And then I also taught clients on my day off from my store gig. I thought it would take forever to build my business up but it didn’t and so within a few months I was quickly burning the candle at both ends. But, I had no idea at the time that what I was doing wasn’t the best idea. I mean, every other teacher I knew who was building their business and even some who had grown their businesses were working the weirdest schedules. One day after working an almost 70 hr week I wondered what is a Pilates teachers schedule?

Should I be teaching mornings and evenings? Did I need to teach six days a week? And, even though people said I should teach when clients wanted it was that really the best answer?

Over the last 10+ years of teaching, I have changed my schedule almost as often as the wind changes. And, I don’t think that’s a bad thing. What it has allowed me to do is see that there is almost no hour where a client doesn’t want a session! Before you think I am wrong I have taught people at their 3:30 am, I have taught people as early as 5 am in person, and then there are the clients who have requested 8:30 pm or even 8 am on a Sunday! I love changing my schedule because every time I do it I dial it in even more to fit the nature of the life I enjoy living.

If you have ever taken a workshop with me you know that I believe your goals and life go in the schedule first. But, this is not how most people set up their teaching schedule. Instead, they put their clients in first. Admit it, how many times have you not said yes to having lunch with a good friend, going out of town for the day or not scheduling a personal session with another teacher because you had to teach?

I’m not saying just move people around willy nilly. But, I do believe that you should be super clear on your goals and what you want out of life and then create your teaching schedule.

After working with a lot of teachers I have found the ones that are super firm and clear on when they are available to teach no only are booked they also know exactly how much money they will make each week, month because it’s clear when they look at their schedule what slots are empty. And, their clients are also better trained to keep a standing appointment or cancel in the appropriate time. The teachers who let clients tell them when they want to come in typically have clients who are inconsistent. This means they are not truly getting all the benefits of Pilates and will probably disappear for portions of time if not longer. These teachers also will feel like they don’t have control over their schedule and will see a “swiss cheese” schedule. Sessions all over the place, empty slots all over but not big enough to do anything on so they are working for their business instead of the other way around.

I know, that sounds a bit harsh but teachers I love you! I am you. I have done all the mistakes of letting clients tell me when they want to take. And, that quickly lead to me not wanting to be a teacher. The moment I learned the phrase “I have this time or I have this time.” And, “I’m not available then but I do have ___.” My life-work balance became mine! It was under my control.

What is your schedule like?

Do you like it?

What would you change about it?

I was recently asked what a day or a week in my life looked like? How do I structure my days?

To be honest, since I travel I make some changes to the schedule often but the basic structure is there.

5-6 days a week I workout first thing in the morning. That is the time when no one is awake. I can run with my dog and listen to a podcast. I then often go to a fitness class around 6 am and workout with my friends. Afterward, I’ll begin my teaching day. I teach 5 mornings a week for 3-4 hours. Then I use the middle of the day for whatever I want. Sometimes I do Pilates classes other times I catch up on emails or spend a little time on social media. I take calls or watch webinars, read a book, get a facial etc. The middle of the day is mine for whatever I want it to be. Then, on Mondays, I’ll allow 2 more clients in the late afternoon. Tues-Thur I teach a couple of evening clients whom I adore and have been with me for years! The other days of the week I am either off or have called it a day before the afternoon.

As far as how much I teach I follow what I share with many other teachers. I have a goal dollar amount (gross) in mind for the whole year. I divide that number by my average hourly session rate and then by the number of weeks of the year I will teach. I will only teach that amount of clients in a week. If people ask for a session and I have hit that number they go on a waitlist for any cancellation. I promise you unless I had a couple of weeks where I didn’t teach the average amount I do not add additional hours on. It’s important you don’t do this either. Waitlists are great things to have. And, you train your clients to schedule early!

My schedule works for me, I never force how I like to work on anyone and that means you too. I would love for you to watch my course on goal setting if you haven’t yet. And also my course on client scheduling. Then get super clear on the times of days that light your fire. If you’re not a morning person don’t teach in the morning. I promise you there are enough clients to go around! We can find your clients for the afternoon or evening.

The key to a successful business is knowing why you’re doing it, who you are and what you want! So, take a look at your schedule. Is it a good reflection of the life you want to live? Not sure how to make it one? Contact me here. Let’s talk!

xx~LL