S3 Ep03 PAA Pilates Business Assets: Presentation

PAA Podcast Series 3 – Ten Step Client Sales Journey Episode 3 “Step 2 - Presentation" Links:Learn the 10 Step Pilates Client JourneyPilates Can - Pilates in CanberraPilates Business - Serving Pilates Businesses WorldwidePilates Business on FacebookBook By Rick Stollmeyer: Co-founder MINDBODY: Building a Wellness Business That LastsTime Stamped Edited Episode Highlights[00:00:39] The topic of “Sales Presentation” today. [00:01:05] A lead magnet helps “inquiries” = a “Movement Scorecard” to get a score out of 100.[00:01:58] Speaking directly to pain points, to what prospects need from Pilates how we're going to be able to help...[00:02:44] Providing value upfront giving prospects content that is useful [00:03:31] In the presentation,  go over same material that we have talked about in the “Movement Action Plan” [00:04:11] Free videos of episode available on www.pilatesbusiness.com.au   [00:04:59] There's a lot of “misinformation” out there sometimes. [00:05:51] You don't know what you don't know before you start a business[00:06:16] Email template and workflows assets that fit around the presentation [00:07:55] Many types of CRM platforms… we use “Active Campaign” [00:09:05] Standardized packages features and pricing[00:09:23] Friction points are created… if there's too many choices. [00:10:07] A sales conversation, over the telephone with a salesperson[00:10:15] Free Consultation…is not an instructor delivering a Pilates session[00:11:04] Prospects needs for their body & how we can help them via Pilates[00:12:13] Use your assets to create the expectation for the sales discussion.[00:12:24] Confirming (in conversation) that what we've told them, in all of our collateral[00:12:42] Really important to say the right thing, in the right way…[00:13:06] Really, they're ready to buy and we're helping them to confirm, [00:13:24] I thought I'd look like Michelle Bridges![00:13:56] In-house training for sales? [00:15:59] Alternately not Pilates because they've got the wrong expectations… [00:16:45] The instructors aren't really having these initial verbal conversations. [00:17:01] Instructors should concentrate on instructing! [00:17:32] “Inquiry Form” = physical printed asset for studio walk-in prospects[00:18:32] Most instructors appreciate not having to do that initial sales side [00:19:15] We decide which sort of class they go into. [00:21:26] Don't get sold to by people out there telling you… it's easy![00:22:51] Should instructors start their own Pilates Business? [00:23:58] If you're looking at replicating yourself with staff[00:24:39] IBIS World business report 2019 that re Pilates business profitability[00:25:36] A book by founder of MINDBODY - Rick Stollmeyer: “Building a wellness business that lasts”[00:25:59] You don't have to make silly commitments [00:26:11] There's fantastic opportunities for qualified Pilates instructors to make very professional incomes[00:26:40] Everyone needs to take their own path…but with your eyes open[00:26:56] The next step, next week, “The Initial Sale”  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]