Before you think I’m going to suggest you let your clients talk during the whole Pilates session let me just say that this is not about being a therapist or friend to your client. This post is about listening for key clues that help you teach them better, grow your business more and retain your clients for a lifetime. Rest assured you will not have to be the shoulder they cry on (although that can happen) or their dating advice expert. But, what you will hear when you are truly listening (and sometimes not with your ears) will be what sets you apart from the rest. Having good listening skills can be the difference between someone giving up Pilates when tough times hit. Good listening skills can mean client referrals and a healthy, thriving business vs one that is constantly trying to get more new clients to replace the ones that “got bored,” or “became too busy.” Think you listen well?
One of my clients is getting ready to go off to college. I have been teaching her since she was thirteen years old. I can’t believe that her slots will be open in just a few weeks. Losing a client to college or moving away isn’t anything I can control. In fact, that is an amazing opportunity worth celebrating and a lucky Pilates instructor will be gaining a wonderful client. But, what about those clients who come do a package or two and then miss a session, go on a vacation and then when we follow up…crickets. Where did they go? Why did they go? Was there something I could have done to retain them?
How often do you hear: “I’ll think about it” or, “it’s too expensive, I’m too busy” when working with a first-time client? Growing your Pilates business relies on acquiring new clients, getting new clients to commit to future sessions and getting existing clients to buy more often. If you are not converting first-time clients, this means your business growth relies solely on your existing clients. What if one of them gets sick? Moves? Goes on a long vacation? Converting first-time clients is not the easiest thing in the world. But, if you avoid these common mistakes you’ll be well on your way to batting 100! Continue reading
When you first become a Pilates instructor, it is easy to get in the habit of “YES!” Yes, I can teach at that time. Yes, I can teach at 6 am Wednesday even though you will have taught a client at 8 pm on Tuesday the night before. You’re new; you’re excited, and you want/need clients. So, you start out saying YES, yes and YAAS!!! Continue reading