S3 Ep01 PAA Pilates Business Assets Introduction

Season 3 of the PAA Podcast partners with co-founder of Pilates Business David Gunther in Canberra to expand on a presentation delivered at the 2019 PAA Conference in Sydney titled  Pilates Business Assets. Join us in this episode as we give an overview of the series that will detail the step-by step process that has been developed by David, Claire and their team over the last 20 years. David & Claire Gunther started their "fitness" business in 1999 - eventually specialising in Clinical and wellness Pilates to become "Pilates Can", a brand that is highly trusted and respected in their local market in Australia. David & Claire own both their studio businesses as well as the two commercial locations in Canberra. This is an unusual success for a Pilates business, and is due to their steady build of other business assets. The Pilates Can business is currently providing over 100 scheduled sessions per week and have built a Pilates instructor team with over 80,000 hours of professional Pilates delivery experience.Learn the 10 Step Pilates Client JourneyPilates Can - Pilates in CanberraPilates Business - Serving Pilates Businesses WorldwidePilates Business on Facebook The PAA strives to continue promoting the expansion of the Pilates Method as a professional and valued healthcare and fitness discipline. The goal of the PAA podcast is to explore the many facets and layers of the Pilates industry  through conversations with the community. Show Notes [01:29] We've built lots of assets around each step to help the client from inquiry through the 10 steps to being raving, referring clients - they're so keen that they're bringing their friends and family and they really respect what we've been able to help them with. [03:42] The thing about a great sales journey is that it doesn't feel like you're being sold to - it feels like it's something that you really want and you really need, and the business finding solutions to the problem - it's not about making cold calls and saying "Would you like to do Pilates?" It's about helping someone through that step-by-step journey in providing that solution. [05:23] As the sales person, not being able to deal with the word sales, that is something you need to work out ways to get over because it's going to stop you. [06:26] Let's dive into the key headings that you've pieced together in this process David- Ten Steps to the Sales Journey. Inquiry is where it all starts [07:00] Presentation- this is the real sales price presentation- and one of the really important assets that we've come up with [07:23] The initial sale and the initial sessions - you need to have automated workflows, a website that's easy to navigate, to be able to facilitate bookings and cancellations, pricing that's clear and concise [09:24] The next step of attending the initial sessions - obviously really important- we'll get into detail about each one of these in subsequent episodes [11:08] Orientation is about the booking process. We need to make things as easy and as clear as possible in the process of booking. You don't want to jeopardize that relationship with a long-term client just because you don't have that organised. [12:34] The next step- building habits - you have to be refining your assets that help this journey [12:55] Raving referrals - you don't get to that stage unless you've done the other nine steps to have a client who's willing to be referring you to their friends and family, but that's the ultimate goal  PAA Course Competency Criteria standardsVisit the PAA website Find us on  Facebook Join the PAA Member Forum (Members  only)Find us on InstagramEmail us at [email protected]