Live Your Dream with KK Hart: The Final Q & A
KK Hart is the owner and operator of several wellness businesses and CEO of Hart Marketing & Communications—a boutique sales and marketing agency specializing within the health, fitness, beauty, wellness, and small business industries. KK is not just a business coach with impressive diplomas, she’s right there in the trenches, sharing in your experiences. And she can help you live your dream!
In the latest episode of Live Your Dream show: How to Automate, Optimize and Monetize Your Sales and Marketing, audience members were firing questions at KK, leaning on her expertise to get her take on issues relevant to their businesses. WellnessLiving co-founders, CEO Len Fridman and COO Sasha Davids, also provided insight into tackling some of the challenges the audience has been facing. Here’s what was covered in the final Q & A:
What’s the best way to get people into the studio?
KK: There’s a new normal but it’s a lot simpler with automated systems. You need to simplify your website with a clear call to action and an automated way to collect visitor data. Think through how clients can get welcomed quickly and easily to book their first class and get them excited. Make your site less challenging, more first-time-visitor-friendly. You need to welcome them using automation, with the same warmth as you would welcome them in person.
Ask yourself how you can get them to your WellnessLiving pages as soon as possible, so you can get them to your booking page. The longer the client takes to get to the schedule, the harder it is for them to understand their next best step. They get lost. Get them to the schedule as the number one goal.
LEN: It’s important to remember that people are paying for an outcome, so it doesn’t matter whether that’s in person or virtually. It’s important to keep that in mind and deliver what they need.
What are some tips for business owners who look to take action right now in preparation for their future?
KK: Run, do not walk! Launch a virtual offering, find what your business does best whether it’s on demand to start and then add a Zoom integration. Choose one of those and implement it. If you have that already, then you need to reevaluate your pricing. I see a lot about pricing and many of us are leaving money on the table, offering services cheaper than we need to. There are plenty of free and cheap offerings out there, but remember we are giving people the outcome they want so we need to have the price they need for the value they deserve.
SASHA: This is not a Band-Aid. We don’t know how long it will go on, but we know that there’s a lot of people who have tried virtual training and like it! It’s a secondary passive income for people travelling, with scheduling conflicts. They can now be a part of your business from anywhere.
People are going to head to the smaller boutique places because they’re more appealing and they trust the owners. They know they’ll be kept them safe and informed about what they’re doing. There is going to be a boom, but you need to think about all clients – virtual and in person!
How does someone know they’re leaving money on the table? How does virtual pricing differ from brick and mortar pricing?
KK: All businesses are different, of course, but here’s a general way to find out. You need to look at:
1. Revenue per class. WellnessLiving can help you get the reports on how frequently they attend class. Look at 2020 prior to COVID and then look at 2019. This will tell you about client behavior. Most members visit 4-8 times per month—that’s the norm. This has not changed with virtual offerings, so you need to understand what the average client visit will look like, is it two times per week or four times per week?
Then, 2. Calculate the cost of class delivery. Take every expense you have and divide that by the month. That gives you the break-even number. When you know that number, you can start playing with pricing. What I do is make a grid with options A-D—A being the most the studio owner wants to pay and then I decrease from there for the other sections. You’ll find that you’re creating a business model that you want for the future, rather than looking around and doing what everybody else is doing. Once you have the break-even number, you need to figure out how to market to get more people to take these classes so that surplus money is profit!
We want to livestream our in-person class, is it one or the other with WellnessLiving’s software?
LEN: We recommend that you create two classes: your streaming class and your live class, with different attendance lists. That you can do with our Zoom integration. Don’t use Facebook Live – it has its use, but monetize and control your class, collect info for your email list, integrate everything through WellnessLiving with our Zoom integration. Zoom is designed specifically for this – it’s the number 1 meeting platform and that’s why we chose them.
KK: To add to what Len said, you’re leaving money on the table by using Facebook Live. With WellnessLiving you can monetize it – it’s tied to pricing services. That’s how you’re going to move forward. Also, you can offer a 5-minute teaser and get people excited about booking a full-length class. You don’t want to put a full class on Facebook Live because you are providing that for your clients for life (they can download the class and embed that video forever). It’s just not strategic.
Does WellnessLiving have training that will walk you through how to run the reports you need for your KPIs?
SASHA: We have hundreds of videos, over a thousand knowledge-based articles, but every business is different, so we recommend you reach out to our support team and book an appointment so we can support you in determining the KPIs for your business, once we have a better understanding. We are here to support you: your success is our success! If you’re busy getting restarted, getting ready to relaunch, email us and we can access your WellnessLiving account, look into it, create a video and send it over to you, so you can then view it when you have the time.
For online classes, how are you dealing with the music licensing?
LEN: We don’t deal with that, but we will deal with that right now! We built this company based on user feedback. Tell us and we listen so we will definitely look into that and see what we can do to help there. You don’t want to break any licensing laws in those live classes, we understand, so we will look into that. Update: our awesome community gave a suggestion to solve this problem! Yogi Tunes offers licensed music for your use. That’s why we love our community!
It’s time to live your dream!
Are you ready to live your dream? Use the tips and tricks in our KK Hart Live Your Dream webinar blog series to help you live your dreams!
WellnessLiving’s all-in-one platform is there for you! From our automated marketing, a Zoom integration, and FitVID on Demand, our software has all the tools you need to grow your business! Book a free, no-commitment demo today to learn more!
Live Your Dream with KK Hart
- Live Your Dream with KK Hart Part 1: How to Automate, Optimize and Monetize Your Sales and Marketing
- Live Your Dream with KK Hart Part 2: Fitness Business Myths and Facts
- Live Your Dream with KK Hart Part 3: Key Practices and Techniques to Monetize and Build Your Business