S3 Ep04 PAA Pilates Business Assets: Initial Sale

Pilates Association Podcast

PAA - Client Sales Journey – Ep 4
Step 3 - Initial Sale

Learn the 10 Step Pilates Client Sales Journey
Pilates Business - Serving Pilates Businesses Worldwide
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[00:00:33] Free videos, showing more detail of 10 step sales journey are accessible on the “Pilates Business” website www.pilatesbusiness.com.au

[00:00:57] Definitely not a sale until there's a transaction. The importance of this step is the commitment that the client makes to you the business.

[00:01:16] Because we make a huge commitment, with studio space, equipment & the instructors that are so well qualified. The client needs to say, yes, I'm ready to go. And to do that, they need to pay money.

[00:01:37] We ask for payment upfront and in advance of attending the studio.

[00:02:46] A step that many Pilates businesses do get a little bit wrong

[00:03:11] If you're not going to get the commitment that way, then you are risking losing people at that point

[00:04:39] Maybe it doesn't feed the Baby!

[00:04:56] A scripting process allows salespeople to know the order of the conversation, including where to asking for the money and how.

[00:09:05] Increasing expectations from clients to have systems in place.

[00:10:50] A trip to Melbourne or … a trip to Canberra?

[00:11:34] Sensing a bit of potential overwhelm from listeners….

[00:11:51] A step by step process to build these assets gradually over time.

[00:12:20] Start with automations that are going to save you the most time

[00:12:43] Engage with a system that follows a logical step-by-step, rather than having to dive in headfirst, not knowing where to start.

[00:13:12] Objective is to help the industry identify their most important asset needs, where they might want to put some automation in to save so much time. It doesn't happen all at once…definitely not!

[00:15:51] These assets help studio owner’s peace of mind, knowing they are building their business right

[00:16:09] We advocate that instructors spend most of their time instructing. Unfortunately, if you do own the business as an instructor, then you have taken on the responsibility to also build that business.

[00:17:27] You do need to have a client service attitude…

[00:17:49] Don't have any bumpiness with that relationship between the business and the clients or the instructors the clients.

[00:18:22] Great communication & too many emails that annoyed the clients

[00:19:52] Next episode, we'll look at booking the initial sessions and what are the special assets you should consider as a Pilates business owner.

[00:21:02] Our commitment is that great Pilates is taught more and more in Australia and around the world. And that takes good business acumen.

[00:21:59] Listeners can help by subscribing to the Pilates Alliance podcast & letting other Pilates instructors & business owners know the quality of content.

[00:22:31] We're still making mistakes. But now getting more right than we were getting wrong in the early days. We've established the things that work.
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