6 Questions to ask every Pilates enquiry
Written by: Melanie Trapman, APMA President
Most Pilates studio's struggle with handling new enquiries. The brand message that's sent to a potential client on the phone can be different depending on the teacher that answers the phone, and also on their level of understanding of the process. Putting all enquiries through a simple framework that asks relevant questions can filter the clients suited to your environment and can identify and help you refine your target market.
It also provides excellent data for you to review, to find out how many leads you get, what marketing is working best for you and also helps you see your conversation rate.
About 5 years ago I started using a version of the Celery Test and ever since I implemented it, and a few other tools, our conversion rate and client numbers have increased.
This free download can help you implement this immediately. Print this out and use it as is, or come up with other questions that are more specific to your business.
Here is an example of questions to start with, and once you've started it'll be easier to tweak and change them to suit your studio or you.
1. Name and how they heard about you
2. Why did you call us?
3. Where is your body at now, and where would you like it to be in 3 months?
4. Is there anything else you'd like to ask or know?
5. Would you like me to email you some information about our studio/my approach?
I encourage you to think about the top 5 questions you should be asking in your studio. Write them down and start using them. Review them after 10 enquiries and reflect on what questions work and which don't.
Review, adapt and change the framework as you learn. This is how the best progress occurs. And you'll get much closer to filling sessions if you have a clear and simple framework to follow each time someone contacts you or your studio. Not to mention a standardised entry point for all enquiries, making it easier for any staff member to follow.
Print off this framework and start converting more enquiries into clients today.