The Magic Potion
Are you tired of struggling to "sell" your services without sounding too pushy? We understand the dilemma. Offering a service that should speak for itself while avoiding being overly aggressive is a challenge. It's important to strike a balance between not appearing too sales-focused and still achieving the necessary sales.
So, how can you bridge this gap and make the process more effective?
The key is to position your service as the ultimate solution or 'magic potion' to your clients' problems. To truly experience success, your clients need to consistently engage with your offerings, such as attending your classes. By selling your service, you are actually helping them achieve their goals. Approaching clients with the intention of helping them fulfill their dreams has a different feel compared to just chasing a few extra dollars.
Still not sure how to put this into practice?
Let's take a yoga studio as an example. Your clients turn to you because they want to cultivate patience with their kids, move more freely, and become less reactive in their daily lives. Your services hold the power to bring about those transformations – it's like magic! Your offerings act as the secret ingredient, facilitating their desired state.
This is also part of why we advise having expirations in place for your packages. If you give a twelve-month expiry on a 5 class pack, your client might take a class every other month. Attendance in class once every eight weeks will not create any results for your clients. It's better to set expiration dates that reflect the timeframe they should use the classes, with a little padding built in. This way they achieve the results they are looking for, and buy another class pack, instead of looking at their classes as a once a year purchase.
Finally, if your studio setup is such that your teachers are also your "sales team", you'll want to be sure they know how to position their sales efforts as an extension of helping the clients on their fitness/wellness journey. Take for instance, if a client is on a one-month trial and beginning to see the benefits, what type of offering would you want to recommend? A membership that encourages at least two visits a month, or a class pack that lends to a more infrequent visit behavior? This doesn't mean every client should be upsold to an Unlimited membership; it means that you take care and listen for the needs of the client, and how you can help achieve their goals through your services.
It's all part of the 'magic potion' approach.
By adopting this approach, you can engage your audience, highlight the value of your services, and ultimately achieve greater success. So don't just sell, connect and transform!
Telomere Consulting provides business consulting and marketing services to studio owners in the boutique fitness and yoga space. The Telomere team helps you navigate business strategy from conception to implementation. We provide end-to-end marketing support and would love to hear from you. Click here to book your free intro call. We want you to treat your business the way you treat your body – making the right choices now to optimize its potential for a long and healthy life. Visit us here to learn more.
