April 28, 2025 • 20 mins
In this episode of The Pilates Business Podcast, host Seran Glanfield pulls back the curtain on one of the most misunderstood parts of running a boutique fitness business — sales. If the very idea of “selling” makes you cringe or feel like you're turning into a pushy salesperson, you're not alone. But what if sales didn’t have to feel slimy or awkward at all?
Seran breaks down how to confidently guide prospective clients toward a yes — without pressure, scripts, or sleazy tactics. With insights from her Thrive coaching program and years of experience helping Pilates studio owners grow thriving businesses, she shares how to reframe sales as a process of connection, clarity, and impact.
Whether you're a Pilates studio owner or run another type of boutique fitness business, this episode will help you transform how you think about your sales process and finally make it feel aligned, authentic, and yes — even enjoyable.
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Do you ever feel like selling your sessions or your
classes makes you sound perhapsa little pushy, like maybe
you're forcing people intosomething even when you know it
might change their life?
Well, in today's episode, I'mgoing to flip fear on its head
when it comes to selling,because sales does not have to
(00:21):
be slimy or uncomfortable.
In fact, when you do it right,it actually won't feel like
selling at all.
I'm diving into how you canenroll more clients with
confidence, but without thecringe.
So if you want to fill yourclasses and your bank account
without turning into a used carsalesperson, keep listening.
Speaker 2 (00:44):
Well, hi there, I'm Saren Glanfield.
I'm a business and marketingstrategist just for boutique
fitness studio owners like you.
If you're ready to be inspiredand make a bigger impact, you're
in the right place.
All you need are a few keystrategies, the right mindset
and some support along the way.
Join me as I share the reallife insights that will help you
(01:07):
grow a sustainable andprofitable studio.
This is the Pilates BusinessPodcast.
Speaker 1 (01:17):
Well, hey there and welcome back to the Pilates
Business Podcast.
I'm so glad you're herelistening in this week and if
you're new here, welcome Aroundhere.
This is the place where we talkabout growing your studio in a
way that actually feels alignedwith you and why you started in
(01:37):
the first place.
Usually, that has something todo with helping people move
better, feel better and livebetter.
I've been coaching studioowners for over a decade now,
and in that time, I've seen allthe ups, all the downs, all the
good and all the bad.
Trust me, I really do feel likeI've seen it all, and there are
many things that come alongvery often that we need to
(02:02):
address when it comes to being abusiness owner, and one of
those things is the thing thatwe're talking about today and
this is one of the mostuncomfortable topics, I think,
for so many studio owners andthat is sales.
Often, just hearing that wordprobably makes some of you want
to run back into the comfortzone of queuing the spine,
(02:25):
stretch forward or thinkingabout your next continuing
education workshop.
But let me say this loud andclear and truly I want you to
really hear this, because ifyou're running a business, you
are already in sales and ifyou're avoiding sales, then the
chances are you're also missingout on revenue, you're also
(02:48):
missing out on retention andyou're likely missing out on
long-term growth.
The reality sales isn't aboutbeing pushy.
It's not about forcing people.
It's not about coercion ormanipulating them.
It's actually about guidingthem to a decision that's good
for them.
It's not about pressure.
It's actually about clarity andconfidence and connection.
(03:13):
So maybe it's time to rewireyour brain around sales, because
when we finally get this truly,it changes so much in your
business, and most of what wetalk about inside of my
Marketing Intensive and Thriveprogram is essentially designed
(03:34):
to support your sales processthese conversations that you
have before the sale, after thesale, during the sale, to help
make sure that you aremaximizing revenue in your
business.
You're optimizing your businessfor revenue growth.
So I want to share with you someof the things that I often see
(03:54):
folks struggle with when itcomes to sales.
So, number one the real problemI see often is that you think
of selling like a transactionand you think of the sales as
this one single point, the moststressful moment.
A sales conversation or a salesconsult, maybe, even perhaps,
(04:21):
you're trying to perhaps make itthis perfect scripted scenario.
And there's all this pressure,perhaps to say the perfect thing
, to have the perfect pricing,and so no wonder it feels really
, really awkward, because Ithink often we think of this
sales period of time I wouldlike to call it a period of time
(04:46):
, like a moment, but actually itis a process, Because selling
doesn't start at the end of thatintro offer or at the beginning
of the intro offer.
It actually starts when thesecond they find out about you,
they hear about you, they learnabout you.
Every Instagram post, everyfront desk conversation, even
(05:08):
the way your website is written,is all part of your sales
process.
And this is one of the firstthings that we dive into inside
of Thrive, because if yourmarketing and your messaging and
your client journey are notaligned, it will 100% feel
really hard to make a strongsale.
So if your sales weren't amoment, if your selling point
(05:33):
wasn't a moment, this intensemoment of a win or a lose or a
pass or a fail, but perhaps anongoing relationship that you're
building, like maybe when youstart to see your clients begin
to get stronger right, like youstart to see the full, full
breadth of the entire experiencethat your clients have selling
(05:54):
actually becomes way morenatural because you remove that
pressure and it's not about thatone transaction.
So you're guiding folks forwardinstead of simply convincing
them.
Okay, the next challenge I seemany studio owners making is
that they are focused onconvincing instead of on
(06:16):
connecting, and I think this isone of the biggest mistakes I
see throughout the marketingefforts of studio owners, and
that is trying to sell the classinstead of the impact, the
change, the results, theoutcomes, the transformation.
So I see it all the timeStudios promoting, say, small
group classes or expertinstructors and don't get me
(06:40):
wrong, these absolutely matterbut clients don't stay because
of you're a former brand.
They stay because of how theyfeel after a month of working
with you, so that knee pain theydidn't think could ever go away
is gone.
Or their confidence to do a bigtrip that they never thought
(07:04):
they could do, where there'shiking and traveling and
movement, they can do that againand that's really what they're
buying from you and that's whatwe talk about a lot inside of my
marketing intensive.
It's where I help you toidentify exactly what it is that
you do for your clients, thattransformation, that impact that
you make, and we speak to thatin our marketing efforts because
(07:26):
once you learn how to trulyarticulate the value of what you
have to offer, you stopsounding like just another
studio, like you're offeringjust another Pilates class, and
you start sounding like theanswer to all of their problems,
like the thing that theyexactly need right now.
So I want you to shift fromtrying to be impressive with the
(07:51):
features of what you have tooffer and instead think about
how you can be relevant,connecting to what your ideal
clients already want.
And if you can do that, thenyou're not selling at all,
you're just simply informingthem of what is possible.
Now the next one is a big one,especially if you're someone who
(08:14):
perhaps shies away from evenhaving a conversation at all
around pricing or packaging ormemberships on next steps.
So if you're someone who sortof avoids that or finds that
super uncomfortable, then thismight be a bit of a game changer
for you.
Now the problem is often, yes,we do not want to be pushy, so
(08:36):
we often simply say nothing.
We hand them maybe that pricingsheet, that little brochure
with all of the options in there, all the many options that
you're offering because you wantto be available to everybody,
right?
We smile and we say, hey, hereyou go, here's what it looks
like, and maybe then you turnand you walk to your next client
or they leave the studio withthat brochure in hand.
(08:58):
That then gets shoved into thebottom of their purse and then
they drive out of the parkinglot and they go to the grocery
store and then they get a callfrom their kid's school and
they're gone, they're out.
They may not ever reach backout again, and even when they
find that crumpled brochure withyour pricing list on it at the
bottom of their purse and you'releft hoping that they will
(09:20):
because you've given them thatbeautiful brochure that you
carefully designed with andpoured so much time into
thinking about the pricing.
But when we don't hear from themagain, we start to question a
lot in our business and we don'tknow why they haven't come back
.
We don't know whether it wasthe pricing, or they lost that
bit of paper, or the kids'school called them or whatever
(09:40):
it is.
But probably in your mindyou're making up some story
around that Probably you'rethinking, hmm, I wonder if it
was too expensive for them.
I wonder if they didn't likethe classes.
I wonder if I gave them perhapsthe class that was too long or
too short for them, or maybe Ishould change my schedule.
Now all of that angst candisappear if, perhaps, you just
(10:03):
ask permission to tell themabout what's next, so you can
simply ask them do you want tohear about how we can help you
to get stronger?
That's it.
You're asking them forpermission to share more about
what you do.
You're not invading their space, but you're inviting them into
something.
Would you like to learn moreabout how our class is?
(10:25):
Would you like to find outwhich teacher would be a great
teacher for you to get startedwith?
And this is something that canreally shift the way that you
even think about sales, but alsoshift the conversation that
comes afterwards.
So it goes from being this sortof awkward exchange to being a
conversation and an opportunityfor you to talk about the thing
(10:48):
you love to do most with thepeople you love to do it with,
and so, instead of building thatsort of sense of tension and
pressure, we're actually openingup the door for a values-based,
permission-led conversationthat builds trust instead of
tension Inside.
Thrive, I give you a ton ofdifferent ways to do this, and
(11:10):
the more opportunity andpractice you get, the easier it
gets, and clients love it, notbecause you're trying to push
them over the finish line, right?
It's because they're making anempowered decision and you're
sharing, like I said earlier,that information with them.
That's going to help them tomake the right decision for them
, which is exactly what we want,right?
(11:34):
Okay, the next thing I wanted toshare with you is and it's a
deep breath, deep breath forthis one because it is something
that we are perhaps veryunaware of in ourselves, and I
think even those who feel likethey're good at selling and have
a really strong revenue numberin their business and their
(11:55):
business is thriving and growing, they can find this kind of
stumbles too, and that is yourenergy and your confidence.
When you're in thatconversation about next steps,
and your energy might saysomething like I know, this is
expensive and I hope you say yes, and if that's what your energy
(12:17):
says, they will pick up on it.
So this comes down toconfidence, and when you're able
to stand firmly in your youknow where you're at with
sharing what you're about youand that comes from something
deep inside of you, you willfind that that is contagious and
(12:37):
people really pick up onconfidence, and so confidence is
often a big factor when itcomes to whether or not a client
will buy from you.
And it's important to haveconfidence in what you do even
when you're not at that point ofsale.
And so confidence doesn't startas soon as you switch the you
know, turn the gear on to beingin your sales role.
(12:58):
It actually starts from themoment that you actually connect
and interact with your clients.
So we want to shift from sayingI hope, I hope you like this or
I hope you enjoyed yourselftoday, to saying this was a
great session, you did great,here's what's next.
And that confidence will getpicked up on by your client, and
(13:18):
that means truly that you can'tfake it.
Actually, you can't pretend.
I do not believe that you canreally long-term or even at all.
What really needs to happenbefore you?
If you're finding that you'reperhaps not as confident as
you'd like to be, it often comesdown to being rooted in the
value of what you're offering,and if you've never done the
(13:40):
deep work to really articulatethat and to get clear on that
for yourself, then you mightfind that you always struggle in
this area and because it reallystarts with you believing in it
.
Inside of the MarketingIntensive, one of the things I
do is to help you to reconnectwith the impact that you have on
your clients' lives, and sowhen you come to having these
(14:04):
conversations, you are able totruly articulate the impact that
you're having.
And so having theseconversations simply becomes
sort of an educationalexperience for your clients so
you can share with them what itis that you do.
Sometimes, I find actuallyoften I find many studio owners
come to me in a place where theyhaven't done this work or
(14:27):
haven't done it for a reallylong time, and if you're ever
been close to a point of burnoutor overwhelmed in your business
, then you may have lost thespark for what you do.
And this, the work that we do,oh my goodness, it just lights
people back up again.
And so the next time thatyou're sharing your pricing or
your packages, just be mindfulof whether you're sounding
(14:51):
hesitant or whether you'resounding confident and grounded,
if you're hoping that they sayyes, or you're calmly guiding
them towards something you knowwill help them.
That confidence you have, it'scontagious, and when you have it
, people want in Okay.
Final tip here is that sellingdoesn't end with a yes.
(15:14):
Now, this one is often, youknow, really overlooked I don't
really hear anyone talking aboutthis at all and that is that
sales doesn't end when someonesigns up.
In fact, that's honestly whenthe real sales process begins,
because now you're proving thattheir investment was worth it.
(15:35):
And a lot of studio owners dropthe ball here.
A new client signs up and thenbusiness as usual, normal
sessions, just like everyoneelse, no special onboarding, no
excitement, no check-ins, nofanfare, nothing.
And then we wonder why theydisappear after five classes.
In Thrive we call thisretention-based selling.
(15:56):
We talk about marketing as aretention tool as well as a lead
generation tool, and I show youhow to design that new client
experience and that customerjourney that not just creates a
new client but actually createsclients that stay for a long
(16:16):
time but also share theirfriends with you and bring
referrals to you and facilitateyou to grow beyond just your own
marketing efforts.
And the mindset shift here isthat truly the easiest sale that
you will ever make is tosomeone who's already said yes.
(16:36):
And so, instead of just huntingfor new leads each month and
hoping they'll show up, orscrambling for those new clients
.
If you optimize your post saleexperience as well, that's how
you can really build that longterm revenue, that consistent
revenue growth, in fact, withoutconstantly being in that
(16:58):
scrambling for clients mode.
So there you have it.
I gave you a lot of insight inthis session today and I wanted
to give you a quick recap beforeI close out.
So I have to say selling isn'tabout pressure, right, it's
about opening up the door ofpossibility.
(17:18):
It's not a one-timeconversation, it's actually
about ongoing connection andwhen you shift from convincing
people right or thinking it'sabout convincing people actually
, it's the mindset shift, that'sthe big deal to connecting and
thinking about it as anopportunity to connect.
So much changes.
Because I think the biggesttakeaway here for you is that
(17:39):
your studio exists to solveproblems for your clients and
selling is just that thing thathappens between you actually
being able to make that areality.
It's how you guide people intobeing able to access the
solutions that you offer.
So if this episode perhaps alittle bit of a fire underneath
(18:00):
you for perhaps thinking aboutyour very own sales process and
perhaps you're thinking, okay,maybe I need to rethink how I'm
doing this, then I'd like toencourage you to consider
joining my Thrive group coachingprogram.
I'm going to share all thedetails in the link in the show
notes, but this is truly theprogram that is going to help
(18:22):
you to build a sales system thatis going to feel completely
aligned with how you want tobuild your business, how you
want to work with your clients,and that actually works.
You do not need to feel salesyat all, I promise so.
If you're thinking aboutgrowing your business and you
want to grow your business andyou're not seeing the growth in
(18:43):
your business, then Thrive trulyis your next step.
So I hope this is helpful toyou.
A quick, quick episode thisweek on sales, something that I
don't want to see you overlook.
Don't avoid it.
Speaker 2 (18:56):
Don't avoid it and if you enjoyed this conversation.
Speaker 1 (19:00):
I would really be so appreciative if you could take a
quick minute, go to whereveryou're listening and rate and
review the podcast.
It would mean so much to me andwould help to get this out
there into our community and tomore studio owners and friends
of yours who can also feel justas encouraged and supported on
their journey in our industry.
Speaker 2 (19:24):
Did you love this episode and want more?
Head to spring3.com and checkout my free resources that will
help you run a profitable andfulfilling studio business.
And before you go, one lastreminder there is no one way to
do what you do, only your way.
So whatever it is that you wantto do, create or offer, you've
(19:46):
got this.
Thanks again for joining metoday and have a wonderful rest
of your day.
Do you ever feel like selling your sessions or your
classes makes you sound perhapsa little pushy, like maybe
you're forcing people intosomething even when you know it
might change their life?
Well, in today's episode, I'mgoing to flip fear on its head
when it comes to selling,because sales does not have to
(00:21):
be slimy or uncomfortable.
In fact, when you do it right,it actually won't feel like
selling at all.
I'm diving into how you canenroll more clients with
confidence, but without thecringe.
So if you want to fill yourclasses and your bank account
without turning into a used carsalesperson, keep listening.
Speaker 2 (00:44):
Well, hi there, I'm Saren Glanfield.
I'm a business and marketingstrategist just for boutique
fitness studio owners like you.
If you're ready to be inspiredand make a bigger impact, you're
in the right place.
All you need are a few keystrategies, the right mindset
and some support along the way.
Join me as I share the reallife insights that will help you
(01:07):
grow a sustainable andprofitable studio.
This is the Pilates BusinessPodcast.
Speaker 1 (01:17):
Well, hey there and welcome back to the Pilates
Business Podcast.
I'm so glad you're herelistening in this week and if
you're new here, welcome Aroundhere.
This is the place where we talkabout growing your studio in a
way that actually feels alignedwith you and why you started in
(01:37):
the first place.
Usually, that has something todo with helping people move
better, feel better and livebetter.
I've been coaching studioowners for over a decade now,
and in that time, I've seen allthe ups, all the downs, all the
good and all the bad.
Trust me, I really do feel likeI've seen it all, and there are
many things that come alongvery often that we need to
(02:02):
address when it comes to being abusiness owner, and one of
those things is the thing thatwe're talking about today and
this is one of the mostuncomfortable topics, I think,
for so many studio owners andthat is sales.
Often, just hearing that wordprobably makes some of you want
to run back into the comfortzone of queuing the spine,
(02:25):
stretch forward or thinkingabout your next continuing
education workshop.
But let me say this loud andclear and truly I want you to
really hear this, because ifyou're running a business, you
are already in sales and ifyou're avoiding sales, then the
chances are you're also missingout on revenue, you're also
(02:48):
missing out on retention andyou're likely missing out on
long-term growth.
The reality sales isn't aboutbeing pushy.
It's not about forcing people.
It's not about coercion ormanipulating them.
It's actually about guidingthem to a decision that's good
for them.
It's not about pressure.
It's actually about clarity andconfidence and connection.
(03:13):
So maybe it's time to rewireyour brain around sales, because
when we finally get this truly,it changes so much in your
business, and most of what wetalk about inside of my
Marketing Intensive and Thriveprogram is essentially designed
(03:34):
to support your sales processthese conversations that you
have before the sale, after thesale, during the sale, to help
make sure that you aremaximizing revenue in your
business.
You're optimizing your businessfor revenue growth.
So I want to share with you someof the things that I often see
(03:54):
folks struggle with when itcomes to sales.
So, number one the real problemI see often is that you think
of selling like a transactionand you think of the sales as
this one single point, the moststressful moment.
A sales conversation or a salesconsult, maybe, even perhaps,
(04:21):
you're trying to perhaps make itthis perfect scripted scenario.
And there's all this pressure,perhaps to say the perfect thing
, to have the perfect pricing,and so no wonder it feels really
, really awkward, because Ithink often we think of this
sales period of time I wouldlike to call it a period of time
(04:46):
, like a moment, but actually itis a process, Because selling
doesn't start at the end of thatintro offer or at the beginning
of the intro offer.
It actually starts when thesecond they find out about you,
they hear about you, they learnabout you.
Every Instagram post, everyfront desk conversation, even
(05:08):
the way your website is written,is all part of your sales
process.
And this is one of the firstthings that we dive into inside
of Thrive, because if yourmarketing and your messaging and
your client journey are notaligned, it will 100% feel
really hard to make a strongsale.
So if your sales weren't amoment, if your selling point
(05:33):
wasn't a moment, this intensemoment of a win or a lose or a
pass or a fail, but perhaps anongoing relationship that you're
building, like maybe when youstart to see your clients begin
to get stronger right, like youstart to see the full, full
breadth of the entire experiencethat your clients have selling
(05:54):
actually becomes way morenatural because you remove that
pressure and it's not about thatone transaction.
So you're guiding folks forwardinstead of simply convincing
them.
Okay, the next challenge I seemany studio owners making is
that they are focused onconvincing instead of on
(06:16):
connecting, and I think this isone of the biggest mistakes I
see throughout the marketingefforts of studio owners, and
that is trying to sell the classinstead of the impact, the
change, the results, theoutcomes, the transformation.
So I see it all the timeStudios promoting, say, small
group classes or expertinstructors and don't get me
(06:40):
wrong, these absolutely matterbut clients don't stay because
of you're a former brand.
They stay because of how theyfeel after a month of working
with you, so that knee pain theydidn't think could ever go away
is gone.
Or their confidence to do a bigtrip that they never thought
(07:04):
they could do, where there'shiking and traveling and
movement, they can do that againand that's really what they're
buying from you and that's whatwe talk about a lot inside of my
marketing intensive.
It's where I help you toidentify exactly what it is that
you do for your clients, thattransformation, that impact that
you make, and we speak to thatin our marketing efforts because
(07:26):
once you learn how to trulyarticulate the value of what you
have to offer, you stopsounding like just another
studio, like you're offeringjust another Pilates class, and
you start sounding like theanswer to all of their problems,
like the thing that theyexactly need right now.
So I want you to shift fromtrying to be impressive with the
(07:51):
features of what you have tooffer and instead think about
how you can be relevant,connecting to what your ideal
clients already want.
And if you can do that, thenyou're not selling at all,
you're just simply informingthem of what is possible.
Now the next one is a big one,especially if you're someone who
(08:14):
perhaps shies away from evenhaving a conversation at all
around pricing or packaging ormemberships on next steps.
So if you're someone who sortof avoids that or finds that
super uncomfortable, then thismight be a bit of a game changer
for you.
Now the problem is often, yes,we do not want to be pushy, so
(08:36):
we often simply say nothing.
We hand them maybe that pricingsheet, that little brochure
with all of the options in there, all the many options that
you're offering because you wantto be available to everybody,
right?
We smile and we say, hey, hereyou go, here's what it looks
like, and maybe then you turnand you walk to your next client
or they leave the studio withthat brochure in hand.
(08:58):
That then gets shoved into thebottom of their purse and then
they drive out of the parkinglot and they go to the grocery
store and then they get a callfrom their kid's school and
they're gone, they're out.
They may not ever reach backout again, and even when they
find that crumpled brochure withyour pricing list on it at the
bottom of their purse and you'releft hoping that they will
(09:20):
because you've given them thatbeautiful brochure that you
carefully designed with andpoured so much time into
thinking about the pricing.
But when we don't hear from themagain, we start to question a
lot in our business and we don'tknow why they haven't come back
.
We don't know whether it wasthe pricing, or they lost that
bit of paper, or the kids'school called them or whatever
(09:40):
it is.
But probably in your mindyou're making up some story
around that Probably you'rethinking, hmm, I wonder if it
was too expensive for them.
I wonder if they didn't likethe classes.
I wonder if I gave them perhapsthe class that was too long or
too short for them, or maybe Ishould change my schedule.
Now all of that angst candisappear if, perhaps, you just
(10:03):
ask permission to tell themabout what's next, so you can
simply ask them do you want tohear about how we can help you
to get stronger?
That's it.
You're asking them forpermission to share more about
what you do.
You're not invading their space, but you're inviting them into
something.
Would you like to learn moreabout how our class is?
(10:25):
Would you like to find outwhich teacher would be a great
teacher for you to get startedwith?
And this is something that canreally shift the way that you
even think about sales, but alsoshift the conversation that
comes afterwards.
So it goes from being this sortof awkward exchange to being a
conversation and an opportunityfor you to talk about the thing
(10:48):
you love to do most with thepeople you love to do it with,
and so, instead of building thatsort of sense of tension and
pressure, we're actually openingup the door for a values-based,
permission-led conversationthat builds trust instead of
tension Inside.
Thrive, I give you a ton ofdifferent ways to do this, and
(11:10):
the more opportunity andpractice you get, the easier it
gets, and clients love it, notbecause you're trying to push
them over the finish line, right?
It's because they're making anempowered decision and you're
sharing, like I said earlier,that information with them.
That's going to help them tomake the right decision for them
, which is exactly what we want,right?
(11:34):
Okay, the next thing I wanted toshare with you is and it's a
deep breath, deep breath forthis one because it is something
that we are perhaps veryunaware of in ourselves, and I
think even those who feel likethey're good at selling and have
a really strong revenue numberin their business and their
(11:55):
business is thriving and growing, they can find this kind of
stumbles too, and that is yourenergy and your confidence.
When you're in thatconversation about next steps,
and your energy might saysomething like I know, this is
expensive and I hope you say yes, and if that's what your energy
(12:17):
says, they will pick up on it.
So this comes down toconfidence, and when you're able
to stand firmly in your youknow where you're at with
sharing what you're about youand that comes from something
deep inside of you, you willfind that that is contagious and
(12:37):
people really pick up onconfidence, and so confidence is
often a big factor when itcomes to whether or not a client
will buy from you.
And it's important to haveconfidence in what you do even
when you're not at that point ofsale.
And so confidence doesn't startas soon as you switch the you
know, turn the gear on to beingin your sales role.
(12:58):
It actually starts from themoment that you actually connect
and interact with your clients.
So we want to shift from sayingI hope, I hope you like this or
I hope you enjoyed yourselftoday, to saying this was a
great session, you did great,here's what's next.
And that confidence will getpicked up on by your client, and
(13:18):
that means truly that you can'tfake it.
Actually, you can't pretend.
I do not believe that you canreally long-term or even at all.
What really needs to happenbefore you?
If you're finding that you'reperhaps not as confident as
you'd like to be, it often comesdown to being rooted in the
value of what you're offering,and if you've never done the
(13:40):
deep work to really articulatethat and to get clear on that
for yourself, then you mightfind that you always struggle in
this area and because it reallystarts with you believing in it
.
Inside of the MarketingIntensive, one of the things I
do is to help you to reconnectwith the impact that you have on
your clients' lives, and sowhen you come to having these
(14:04):
conversations, you are able totruly articulate the impact that
you're having.
And so having theseconversations simply becomes
sort of an educationalexperience for your clients so
you can share with them what itis that you do.
Sometimes, I find actuallyoften I find many studio owners
come to me in a place where theyhaven't done this work or
(14:27):
haven't done it for a reallylong time, and if you're ever
been close to a point of burnoutor overwhelmed in your business
, then you may have lost thespark for what you do.
And this, the work that we do,oh my goodness, it just lights
people back up again.
And so the next time thatyou're sharing your pricing or
your packages, just be mindfulof whether you're sounding
(14:51):
hesitant or whether you'resounding confident and grounded,
if you're hoping that they sayyes, or you're calmly guiding
them towards something you knowwill help them.
That confidence you have, it'scontagious, and when you have it
, people want in Okay.
Final tip here is that sellingdoesn't end with a yes.
(15:14):
Now, this one is often, youknow, really overlooked I don't
really hear anyone talking aboutthis at all and that is that
sales doesn't end when someonesigns up.
In fact, that's honestly whenthe real sales process begins,
because now you're proving thattheir investment was worth it.
(15:35):
And a lot of studio owners dropthe ball here.
A new client signs up and thenbusiness as usual, normal
sessions, just like everyoneelse, no special onboarding, no
excitement, no check-ins, nofanfare, nothing.
And then we wonder why theydisappear after five classes.
In Thrive we call thisretention-based selling.
(15:56):
We talk about marketing as aretention tool as well as a lead
generation tool, and I show youhow to design that new client
experience and that customerjourney that not just creates a
new client but actually createsclients that stay for a long
(16:16):
time but also share theirfriends with you and bring
referrals to you and facilitateyou to grow beyond just your own
marketing efforts.
And the mindset shift here isthat truly the easiest sale that
you will ever make is tosomeone who's already said yes.
(16:36):
And so, instead of just huntingfor new leads each month and
hoping they'll show up, orscrambling for those new clients
.
If you optimize your post saleexperience as well, that's how
you can really build that longterm revenue, that consistent
revenue growth, in fact, withoutconstantly being in that
(16:58):
scrambling for clients mode.
So there you have it.
I gave you a lot of insight inthis session today and I wanted
to give you a quick recap beforeI close out.
So I have to say selling isn'tabout pressure, right, it's
about opening up the door ofpossibility.
(17:18):
It's not a one-timeconversation, it's actually
about ongoing connection andwhen you shift from convincing
people right or thinking it'sabout convincing people actually
, it's the mindset shift, that'sthe big deal to connecting and
thinking about it as anopportunity to connect.
So much changes.
Because I think the biggesttakeaway here for you is that
(17:39):
your studio exists to solveproblems for your clients and
selling is just that thing thathappens between you actually
being able to make that areality.
It's how you guide people intobeing able to access the
solutions that you offer.
So if this episode perhaps alittle bit of a fire underneath
(18:00):
you for perhaps thinking aboutyour very own sales process and
perhaps you're thinking, okay,maybe I need to rethink how I'm
doing this, then I'd like toencourage you to consider
joining my Thrive group coachingprogram.
I'm going to share all thedetails in the link in the show
notes, but this is truly theprogram that is going to help
(18:22):
you to build a sales system thatis going to feel completely
aligned with how you want tobuild your business, how you
want to work with your clients,and that actually works.
You do not need to feel salesyat all, I promise so.
If you're thinking aboutgrowing your business and you
want to grow your business andyou're not seeing the growth in
(18:43):
your business, then Thrive trulyis your next step.
So I hope this is helpful toyou.
A quick, quick episode thisweek on sales, something that I
don't want to see you overlook.
Don't avoid it.
Speaker 2 (18:56):
Don't avoid it and if you enjoyed this conversation.
Speaker 1 (19:00):
I would really be so appreciative if you could take a
quick minute, go to whereveryou're listening and rate and
review the podcast.
It would mean so much to me andwould help to get this out
there into our community and tomore studio owners and friends
of yours who can also feel justas encouraged and supported on
their journey in our industry.
Speaker 2 (19:24):
Did you love this episode and want more?
Head to spring3.com and checkout my free resources that will
help you run a profitable andfulfilling studio business.
And before you go, one lastreminder there is no one way to
do what you do, only your way.
So whatever it is that you wantto do, create or offer, you've
(19:46):
got this.
Thanks again for joining metoday and have a wonderful rest
of your day.
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