January is the month where we see the most new clients - whether it’s those with a resolution to do more Pilates, those who have moved studios or relocated in the new year, or those who are just looking for a new exercise routine after the busyness of the holiday period. Converting first time clients into studio regulars can be a challenge - but here are a few tips to keep them coming!

Before Class

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The most important tip for converting first-time clients is to be welcoming!! This means asking new clients for their name (and using it throughout class), introducing yourself and showing them around the studio.
 
Coming to exercise in a new space can be a little daunting, and some clients might need a little extra reassurance to feel safe and comfortable. If your new client is looking a little nervous and hasn't done Pilates before, remind them that any and all bodies can do Pilates and that you'll keep an eye on them throughout class. A little one-on-one reassurance and empathy can go a long way! Ask if they have done Pilates before, and if not, suggest that they attend an introductory class if they haven’t already!
 
Always ask if they have any injuries, health conditions or are pregnant - and write it in their client notes for future reference! Many clients who join Pilates are coming because of an injury or joint pain, but they may not know what aggravates or helps yet; this is a good chance to tell new clients that they can take a break any time and that you will work with them throughout classes to identify moves they should avoid or focus on. Check that they’ve got all the right equipment for the class they’re attending! Knowing exactly what to wear to Pilates or Yoga can be difficult for first-time clients, but it’s likely that they just wore what they feel comfortable in (which is perfect!), however if you think they might need something specific like grippy-socks, then you can suggest that for next time.

During class

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Act natural! Use the client's name, joke around with your regulars as usual, and remember to clearly set up ‘level-one’ options - there's no harm in going back to basics for the regulars too!
 
When correcting first-timers, also reassure them that they're doing well! And, try not to 'over-correct' - it's important not to make new clients feel like they're doing everything wrong! Of course you should always check that they are safe and not at risk of hurting themselves, but don't expect perfect form in the first class. Give new clients some space to listen to your cues, watch the rest of the class and do some of their own self-correcting.
 
If correcting with physical contact, make sure to ask for consent: "do you mind if I quickly correct your hip alignment?"; or "you're almost there, can I correct your form slightly?". Even by bringing their attention to form, some clients will naturally re-align themselves if they would prefer no contact. Remember to be consistent with your local COVID-19 social distancing and physical contact requirements. 

After class

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Praise!! Congratulate the client for getting through their first Pilates class at your studio and thank them for coming.
 
Ask how they feel or if they have any questions - this can be a nice way to settle any final anxieties they have about how classes are run and it also gives them a chance to let you know if any of the exercises didn't feel too good and you can identify some more tips or simply suggest that you'll help them with the exercise next time.
 
"See you next time"! If they seemed confident throughout the class, perhaps you could suggest that they try one of the more challenging classes like HIIT, Jumpboard or Barre - and if not, promise them that Pilates will feel more natural after a few more classes, it's all about practice!

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