Pilates Business Podcast – Episode Summary

Episode: Why Your Pilates Studio Isn’t Getting New Clients (And It’s Not Your Social Media)
Host: Seran Glanfield
Date: February 23, 2026

Episode Overview

In this episode, Seran Glanfield dives deep into one of the most common frustrations faced by boutique studio owners: the lack of consistent new clients. She dispels the myth that sporadic or slow new client flow is caused by poor social media or inadequate marketing tactics. Instead, she emphasizes that the solution lies in strategy, system foundations, messaging clarity, and simplifying the client journey. Throughout the episode, Seran provides actionable insights for studio owners who want to move beyond the hamster wheel of endless posting and discounting, towards building sustainable and predictable growth.

Key Discussion Points and Insights

1. It’s Not About Doing More Everywhere

• The Common Mistake: Many studio owners believe posting more, hiring social media managers, running more discounts, or updating their websites will solve their client droughts.
• Seran’s Take: “The issue is almost never in the tactics. It’s not just about doing more and spending more or making bigger discounts.” (08:44)
• Real Solution: Focus first on foundational business systems and strategies, not on adding more tasks.

2. Distinguish Between Leads and Real Clients

• Not all leads are equal—getting people through the door isn’t enough. Clients who return and purchase additional packages are the real measure of studio health.
• Quote: "I’m not just talking about first time folks coming in, I’m talking about actually new clients, the people that make it all the way through into purchasing, not just their next package, but perhaps the one after that, and the one after that.” (03:19)

3. The Pendulum Effect & Lack of Systematic Lead Generation

• Studios without intentional, predictable lead generation “pendulum” between frantic effort and periods of drought.
• This creates roller coaster revenue and keeps owners reactive and stressed.
• Quote: “Most studio owners who don’t have consistent new clients coming in don’t have a real lead generation strategy. They have a list of things they’re going to try.” (11:44)

4. Generic Messaging Won’t Cut It Anymore

• Relying on vague or AI-generated messaging can make your studio blend in instead of stand out. The market is saturated and clients demand specificity and authenticity.
• Key Insight: “With the idea that…ChatGPT…is going to give you great copy and content…without using it appropriately, it actually is going to make you sound more generic than you may have sounded without using it.” (16:48)
• People aren’t buying “Pilates”—they’re buying the specific solution you offer to their unique problem.

5. The Importance of Value Proposition & Deep Messaging Work

• Revisiting the “why” behind your studio and communicating clear value is a continual process, not just a one-time task.
• Quote: “This is deep work that I cannot…emphasize enough how important and powerful it can be to revisit over and over again.” (21:01)

6. Bridging the Gap: Make the Client Pathway Easy and Obvious

• Owners often assume prospects know more than they do about the studio, which results in missed opportunities to guide and build trust.
• The journey from prospect to client should be effortless, with each step clearly communicated and friction removed.
• Quote: “The path into your studio has to be as simple and straightforward as possible…Confused people don’t take action.” (24:07-24:49)

7. Trust and Connection Trump Discounts and Promos

• Instead of offering deep discounts, focus on communicating safety, trust, and belonging to potential clients.
• Practical Advice: Make prospects feel confident that choosing your studio is the right, comfortable, and safe choice for them.

8. Strategic Shift for Sustainable Growth

• Shifting from reactive, tactic-heavy marketing to strategic, foundational work creates predictability, consistency, and fulfillment.
• Quote: “When they shift from…being on the hamster wheel and just throwing tactics to the wall…to thinking more strategically about their business, everything changes." (26:00)

Notable Quotes and Memorable Moments

• Seran on the real issue:
  “It’s not just about doing more and spending more…There is often a deeper problem. These are the foundational pieces of your business that need to be rock solid before you start layering on these more advanced tactics or tools.” (08:44)

• On messaging clarity:
  “People aren’t now looking for a workout. They’re looking for the next solution to something they need your help with.” (17:53)

• On the client journey and removing friction:
  “If you haven’t made it easy enough for a client to take that first step, then they probably won’t because it’s way easier for them to click the back button in their browser and go somewhere else.” (24:07)

• On value proposition work:
  “Don’t hold back on revisiting some of these deep, deep sort of pieces of what perhaps drove you to open your studio in the first place.” (21:15)

• On the effect of strategic change:
  “Your marketing gets easier, your leads get more consistent, your confidence around your business improves. You sleep better at night, you’re excited to take time off instead of concerned and worried.” (26:00)

Timestamps for Major Segments

• 00:00 – Setting up the problem: Frustration with slow new client flow
• 03:19 – The real definition of “new clients” (repeat purchasers, not just leads)
• 08:44 – Why “doing more” isn’t the answer; foundational issues uncovered
• 11:44 – The absence of a real lead generation strategy and the pendulum effect
• 16:48 – The pitfalls of generic messaging and AI content
• 17:53 – Clients seek solutions, not just workouts
• 21:01 – The necessity of deep, ongoing value proposition work
• 24:07 – Why the client journey must be frictionless and obvious
• 26:00 – The transformative power of shifting from tactics to strategy

Key Takeaways

• Fixing client flow starts with examining your message, your systems, and the ease of your client journey—not social media volume.
• Clear, authentic, and specific communication of your value will attract the right clients who become long-term members.
• Studio owners who focus on strategy and deep messaging work build more sustainable and fulfilling businesses than those chasing quick fixes.
• Review and simplify your prospective client’s path into your business—remove all possible friction!

Final Encouragement

Seran’s message is clear: consistent new client growth isn’t about working harder but working smarter. Studio owners who focus on strategic clarity, trust-building messaging, and a frictionless client experience will not only outpace the competition—they’ll also reclaim their time and energy.

Standout Quote:
“Your next wave of new clients…starts with that one decision to stop hustling, stop chasing that next tactic and instead start leading your business forward with smart, sophisticated, sustainable strategies.” (26:00)

For further learning and resources, visit: spring3.com
For her coaching program: spring3.com/thrive