Overcoming the Top 3 Most Common Sales Objections from Potential Health Coaching Clients
Congratulations on embarking on your journey as a health coach! With Flowell being made up of independent business owners in the health coaching industry for the past 10 years, we understand that the sales process can be pretty intimidating.
One key aspect of building a successful health coaching practice is effectively addressing the sales objections that potential clients may have. In this blog, we’ll share the top three most common sales objections and provide you with practical strategies to overcome them. Let's dive in and boost your sales skills!
# 1: "I can't afford it"
Objection: Many potential clients may feel that they can't afford your health coaching services or prioritize their spending elsewhere.
Build Value and Emphasize Benefits:
Highlight the unique value and benefits that your health coaching services provide. Showcase the long-term positive impact on their health, well-being, and quality of life. Discuss the potential cost savings in terms of medical expenses or missed work days due to illness. Paint a vivid picture of how investing in their health now can lead to a more fulfilling and vibrant future.
Offer Flexible Pricing Options:
To address financial concerns, provide flexible pricing options. Consider offering different packages or payment plans that cater to various budgets. For instance, you can offer a basic package with fewer sessions or a group coaching option at a lower price point. This way, potential clients can choose an option that aligns with their financial capabilities while still benefiting from your expertise.
Highlight Return on Investment (ROI):
Explain how your health coaching services can provide a significant return on investment. Showcase success stories or testimonials from past clients who have achieved remarkable results with your guidance. Demonstrate the value they received and emphasize that your coaching is an investment in their long-term health and happiness.
# 2: "I don't have time"
Objection: Many potential clients may feel overwhelmed with their busy schedules and believe they don't have enough time to commit to health coaching.
Emphasize Time Efficiency:
Assure potential clients that your health coaching sessions are designed to fit seamlessly into their busy lives. Highlight the flexibility of your coaching approach, whether it's offering virtual sessions, accommodating various time zones, or providing on-the-go resources. Stress the fact that investing time now in their health will ultimately save them time in the future by reducing the likelihood of illness or chronic conditions.
Focus on Prioritization and Balance:
Help potential clients recognize the importance of making their health a priority. Guide them to evaluate how their current lifestyle choices impact their overall well-being. Encourage them to identify areas where they can make small changes to create more balance and prioritize self-care. Offer personalized strategies that can easily integrate into their daily routines, such as meal prepping tips or short exercise routines.
Share Testimonials from Time-Constrained Clients:
Share success stories from clients who initially had concerns about time but still achieved significant results with your coaching. Highlight how these clients were able to make sustainable lifestyle changes within their busy schedules by adopting simple, time-saving strategies. This will inspire potential clients to see that time constraints can be overcome with dedication and guidance.
# 3: "I've tried everything and nothing works"
Objection: Potential clients may be skeptical due to past failed attempts at achieving their health goals, leading them to believe that your coaching won't be any different.
Understand Their Past Experiences:
Empathize with potential clients' frustrations and acknowledge their previous efforts. Listen attentively to their stories and challenges, showing genuine understanding. Assure them that you have helped clients with similar experiences overcome obstacles and achieve their desired outcomes.
Highlight Your Unique Approach:
Explain your personalized coaching approach and how it differs from their previous attempts.
Share the specific techniques, tools, or methodologies you use that have proven successful in helping clients overcome similar challenges. Emphasize that your coaching is tailored to their individual needs, taking into account their unique circumstances, preferences, and goals. This personalization sets you apart and increases the likelihood of achieving lasting results.
Provide Evidence-Based Information:
Address their skepticism by sharing evidence-based information and research that supports the effectiveness of your coaching methods. Reference studies, scientific findings, or industry best practices to validate the strategies you employ. By presenting credible information, you establish yourself as a knowledgeable professional and instill confidence in potential clients that your coaching can make a real difference.
Offer a Trial or Guarantee:
To further alleviate doubts, consider offering a trial period or a satisfaction guarantee. This allows potential clients to experience firsthand the value of your coaching without committing to a long-term commitment upfront. A trial period or guarantee demonstrates your confidence in your abilities and provides reassurance that you genuinely care about their success.
Time for rebuttals…
Objection: "I can't afford it."
Rebuttal:
"I completely understand that budget is an important consideration. However, investing in your health now can actually save you money in the long run. By addressing your health goals with my coaching, we can prevent potential health issues that may require costly medical treatments or medications down the line. Additionally, I offer flexible pricing options and payment plans to accommodate different budgets. We can discuss a package that suits your needs and financial capabilities. Remember, your health is priceless, and this investment will pay off in terms of a healthier, happier future."
Objection: "I don't have time."
Rebuttal:
"I understand that your schedule is busy, but my coaching is designed to fit seamlessly into your life. I provide flexible options such as virtual sessions, which eliminate the need for travel time. We can work together to identify small changes you can make within your daily routine that won't disrupt your current schedule. Prioritizing your health now will actually save you time in the long run by reducing the likelihood of illness or chronic conditions. Together, we'll create a plan that works for you and ensures you achieve your health goals without overwhelming your schedule."
Objection: "I've tried everything and nothing works."
Rebuttal:
"I understand your frustration, and it's not uncommon to feel that way after trying various methods. The reason my coaching stands out is because it's personalized to your unique needs. Unlike generic approaches, I take the time to understand your specific challenges, preferences, and goals. Together, we'll develop a tailored plan that addresses the root causes of your struggles and focuses on sustainable lifestyle changes. I have helped clients in similar situations overcome their obstacles and achieve long-lasting results. Let's work together to create a plan that works specifically for you and brings you the success you've been looking for."
The Wrap-Up
As a new health coach, it's essential to be prepared to address common sales objections effectively. By building value, providing flexible options, and highlighting the return on investment, you can overcome the "I can't afford it" objection. Emphasizing time efficiency, promoting prioritization and balance, and sharing testimonials from time-constrained clients will help you overcome the "I don't have time" objection. Lastly, understanding past experiences, highlighting your unique approach, providing evidence-based information, and offering trials or guarantees will address the "I've tried everything and nothing works" objection.
Remember, sales objections are opportunities for you to showcase your expertise, build trust, and guide potential clients towards making positive changes in their lives. With persistence, empathy, and a genuine desire to help, you can overcome objections and create a thriving health coaching business. Best of luck on your journey as a health coach!
