S3 Ep03 PAA Pilates Business Assets: Presentation

Pilates Association Podcast

PAA Podcast Series 3 – Ten Step Client Sales Journey
Episode 3 “Step 2 - Presentation"

Links:
Learn the 10 Step Pilates Client Journey
Pilates Can - Pilates in Canberra
Pilates Business - Serving Pilates Businesses Worldwide
Pilates Business on Facebook
Book By Rick Stollmeyer: Co-founder MINDBODY: Building a Wellness Business That Lasts
Time 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 o

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