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Teaching Reformer to First-Timers
By PJ O'Clair
Introducing a new piece of equipment into a workout can be intimidating for a regular client and doubly so for a first timer. Whether it’s a BOSU® Balance Trainer or walking poles, taking the time to explain the apparatus can mean the difference between a client signing up for more sessions or walking out the door. The same holds true for the Pilates reformer. With its pulleys, gears, footbars and springs, it’s essential that the instructor demystify the reformer while educating clients on its versatility and efficiency. Although to the uninitiated it may look like some modern torture device, it’s up to you to educate clients on its many benefits.
Here are some tips to help instructors balance the instructor and salesperson roles.
The Instructor’s Role
- Describe the versatility and efficiency of the reformer as an effective, total body workout. Avoid overwhelming clients with technical details. They want to know what results they can expect, but don’t oversell the benefits.
- Provide an overview of the reformer parts and how to adjust them. Remember to see the equipment through your client’s eyes, even if that means pointing out what seems obvious to you. Be sure to name each part and demonstrate how to adjust, move or use it.
- Showcase the workout through the equipment and the program. The workout has to be fluid and fun. Take clients through the movements without too much detail; you can cover specifics of the exercises once they’ve signed up for classes. Offer modifications to the exercises or complete another repetition as needed. Choreograph the transitions between exercises into the workout. Keep it simple and safe (KISS).
- Use positive language and maintain a high energy level to motivate the group throughout the workout. Use simple cueing and descriptions clients can relate too. Verbal cueing and correcting will help maintain the pace and flow of the class. Be aware of getting caught up in corrections, which may discourage some participants.
- Focus on safety throughout all exercises. Be sure to cover getting on and off the equipment, changing springs and transitioning between exercises.
The Salesperson’s Role
- Sell the program. Discuss the benefits of the program throughout the session.
- Get to know the participants. Ask questions to understand what the client’s expectations are and how Pilates can address them. Promote Pilates as an ideal complement to cardio, weight training, yoga and sports conditioning programs.
- Be able to recommend options for the client at the end of the session. You might suggest group classes or a few private sessions to reinforce techniques.
- Consider specialty classes to address the specific needs of your membership.
- Show your appreciation for their attendance and encourage them to continue their Pilates experience.
PJ O’Clair will demonstrate a sample workout during her Inner IDEA session, “STOTT PILATES® Introducing Reformer to First-Timers.” For more information or to attend Inner IDEA this September 6-9 in Palm Springs, California, please visit www.inneridea.com.
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