When you’re a health coach, objections aren’t just part of the sales process — they’re a chance to dig deeper, show you understand your clients' concerns, and demonstrate the unique value you bring to the table. Whether it’s about budget, timing, or doubts about your approach, each objection is an opportunity to build trust and move closer to a “yes.”

But let’s face it: overcoming objections can be nerve-wracking if you don’t have a plan. The good news? You don’t have to wing it. With the right mindset and a few tried-and-true strategies, you can confidently address any concern while keeping the conversation flowing.

Object one: Budget concerns

Money is often a sticking point, but it doesn’t have to be a dealbreaker.

• “I can’t afford it."

How to respond:

• “I understand budget is a factor. Let’s explore what feels manageable and see if we can create a plan that works for you.”

Pro tip: If you offer payment plans or sliding scale options, now’s the time to highlight them. You can also position your services as an investment, helping clients see the long-term benefits.

Objection two: Hesitation

Sometimes, potential clients just need a little breathing room to process their decision.

• “I need to think about it.”

How to respond:

• “Absolutely, take your time. I’ll follow up in a few days to answer any additional questions and see how you’re feeling.”

Why this works: Following up shows you’re invested in their decision without being pushy. It also gives them the space they need to come to a conclusion.

Objection three: Skepticism

Doubt about the effectiveness of your services can often be rooted in fear of failure or past disappointments.

• “I’m not sure if this will work for me.”

How to respond:

• “That’s a valid concern! Every client is unique, and I customize my approach to meet your specific needs. Let’s talk through any doubts so you can feel more confident moving forward.”

Pro tip: Share success stories or testimonials to illustrate how your approach has helped others with similar concerns.

Objection four: Readiness

Not every potential client is ready to commit right away, and that’s okay.

• “I’m not ready yet.”

How to respond:

• “That’s okay! Whenever you’re ready, I’ll be here. In the meantime, would you like to join my newsletter or follow me on social so you can stay in the loop and learn more about my approach?”

Pro tip: Use this opportunity to nurture the relationship by providing valuable free content, such as lead magnets, blog posts, or helpful resources.

Objection five: External decision-makers

Big decisions often involve consulting someone else.

• “I need to talk to my [spouse/partner] first.”

How to respond:

• “That makes sense! Let me know if they have any questions or if you’d like me to provide some additional information for your discussion.”

Why this works: Supporting their decision-making process shows respect for their needs while keeping the door open for future conversations.

Build Trust, Build Confidence

Handling objections isn’t about convincing someone to buy — it’s about listening, understanding, and showing that you’re genuinely invested in their success. By addressing concerns with empathy, offering actionable solutions, and keeping the conversation open, you position yourself as a trusted partner in their wellness journey.

Think of objections as stepping stones, not roadblocks. With every concern you address, you’re not just closing a sale — you’re building a relationship based on trust, transparency, and mutual respect.

If you’re ready to master the art of handling objections and more, download our free $10K Health Coach Playbook. It’s packed with customizable scripts, templates, and strategies to help you sign high-paying clients and grow your business.

Get the playbook now.

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