Question #14: How do I explain why Pilates is expensive?

Pilates is often compared to other exercise programs in both method and cost. Many think Pilates is like yoga since these two are usually spoken of together. With so many exercise options available and even more bottom-dollar deals, clients are comparison shopping more than ever.

This question is one that you will be asked many times over so having a way to respond is valuable.

Before you begin to answer, ask the client what they are comparing Pilates to so that you may formulate your question within context.

Here are some points that may be helpful to share:

• Pilates Teachers are extensively trained not only in the Method but also in anatomy and biomechanics. A reputable comprehensive teacher training program and ongoing education costs anywhere from $7,000 to in excessive of $20,000.

• Pilates Teachers are equipped with a repertoire of hundreds of exercises, modifications and variations customized for each client’s individual needs.

▪ Pilates includes a broad spectrum of large and small apparatus equipment, as well as countless props. Each large piece costs more than $3,000, and even a modest sized studio has invested roughly $20,000 in equipment. Compared to a yoga studio where only mats and small props are required.

• One of the main benefits of Pilates is the individual attention given to each client even in a group setting. Classes are generally kept small (4-8 people) to ensure a personalized experience for all.

Most importanly, do not feel that you have to defend the value of the Pilates Method, and especially not your own worth as a Movement Educator. The client will either get it or they won’t. The long-term clients that you want will see the value in you and the method.

Written by
Holly Wallis, Certified Movement & Rehabilitation Specialist, PMA®-CPT
Director of US Operations, Body Harmonics Pilates & Movement Institute
Studio Director, ReActive Movement, 6200 LaSalle Ave, Oakland, CA 94611

© Movement Monthly 2019. All rights reserved.

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