As a coach, one of the most challenging parts of running a business is navigating potential client objections, especially when those objections revolve around expectations of results.
We know our programs can offer transformative experiences, but the reality is that we can’t ever guarantee outcomes.
This makes it all the more essential to address objections in a way that builds trust and emphasizes the value of your coaching without resorting to over-promising.
In this blog post, I’ll break down strategies for handling potential client objections while maintaining your integrity and ensuring that your communication is transparent and compelling.
I’ll also share insights from a recent coaching call, where we tackled how to navigate these concerns in high-stakes areas like fertility coaching.
Whether you’re working in health, life, or relationship coaching, these principles will empower you to address objections with confidence while helping your ideal clients make informed, aligned decisions about working with you.
Understanding Potential Client Objections
Before diving into strategies, it’s essential to recognize the most common types of potential client objections you’re likely to encounter:
- Cost vs. Value: Clients may feel that the program’s cost is too high, particularly if they’re unsure of the return on their investment.
- Fear of Failure: Many clients worry that even with the best tools and support, they won’t succeed. This concern often stems from previous failed attempts.
- Time Commitment: Clients might feel they don’t have the time or energy to fully engage with your program, particularly if they perceive it as requiring significant effort.
- Results Guarantee: Clients often want assurance that they’ll achieve the results they’re seeking. This is especially common in health or life coaching, where clients may feel desperate for change.
Important: These objections are all valid and reflect a client’s desire to make a sound investment.
It’s your role as a coach to address these concerns with empathy and clarity, helping them feel confident in their decision.
Addressing Potential Client Objections: Insights from A Coaching Conversation
In a recent coaching session for my Nourished Business Accelerator™, I worked with a fertility coach whose clients frequently compared her program to the cost of IVF (in-vitro fertilization).
Her concern? If her $3,500 program was positioned as a more affordable alternative to IVF, would clients expect it to guarantee the same results?
This dilemma highlights the importance of handling potential client objections carefully, especially when the stakes are high.
Keep reading to learn how we worked through her concerns.
1. Emphasize the Value of the Process, Not Just the Outcome
When addressing objections around results, shift the focus to the value of the process itself. Especially if you’re selling a high-ticket coaching offer.
Clients often fixate on the end result, but your program likely offers numerous benefits along the way.
For the fertility coach, her program wasn’t intended to replace IVF. Instead, it helped clients optimize their health to improve their chances of success with natural conception or assisted reproduction.
To communicate this, she could say:
“While no program can guarantee a pregnancy, we focus on optimizing your body’s health to give you the best chance for success—whether through natural conception or IVF. My program addresses factors like egg quality, hormonal balance, and overall wellbeing, which are often overlooked in traditional fertility treatments.”
This approach reframes the conversation to emphasize the client’s journey toward better health and greater control over their fertility, rather than a guaranteed outcome.
Key Tip: Highlight how the process itself delivers value, regardless of the final result. For example, better health, increased knowledge, and emotional empowerment are benefits clients will gain from your program.
2. Use Data to Set Realistic Expectations
Clients want to make informed decisions, and data can help you balance transparency with credibility.
By sharing statistics or relevant studies, you can set realistic expectations while demonstrating your expertise.
For instance, the fertility coach could explain:
“Research shows that up to 50% of early miscarriages are linked to poor egg quality. By improving egg quality through nutrition and lifestyle changes, you can increase your chances of success with IVF or natural conception. While I can’t guarantee results, my program focuses on the areas you can control to maximize your chances.”
This approach builds trust by providing evidence-based insights that help clients understand how your program fits into their journey.
Key Tip: Identify key data points that support your program’s methods and use them to educate your clients. Position these insights as tools for informed decision-making.
3. Be Transparent About What You Can and Can’t Control
One of the most important ways to address potential client objections is by clarifying what’s within your program’s control—and what isn’t.
Clients appreciate honesty, and transparency fosters trust.
For example, the fertility coach could say:
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“There are factors that influence fertility, such as age and genetics, that we can’t change. However, my program focuses on areas you can control, like nutrition, stress, and hormonal balance, to improve your overall health and increase your chances of success.”
By being upfront about limitations, you position yourself as an ethical, trustworthy professional who values honesty over unrealistic promises.
4. Reframe Objections as Opportunities
When a client raises an objection, it’s often a sign they’re interested but need more reassurance.
Use objections as opportunities to build trust and clarify the value of your program.
For example, if a potential client says, “How do I know this will work for me?” reframe the objection as a chance to explain your program’s unique benefits:
“That’s a great question, and I totally understand why you’re asking. My program takes a holistic approach to fertility, focusing on areas that often go overlooked—like nutrient deficiencies, inflammation, and stress. While I can’t guarantee results, I’ve seen clients feel more empowered and healthier through this process, which significantly improves their chances.”
This response validates the client’s concern while positioning your program as a critical piece of their solution.
5. Highlight Intangible Benefits
Many clients focus solely on the end result, such as achieving a pregnancy, losing weight, or reaching a fitness milestone.
While these outcomes are important, it’s equally crucial to emphasize the intangible benefits of your program too.
For the fertility coach, non-monetary benefits might include:
- A deeper understanding of how their body works.
- Stress reduction from taking proactive steps.
- Improved overall health, energy, and emotional well-being.
When clients see the holistic benefits of your program, they’re more likely to recognize its value beyond just the final outcome.
6. Be Confident in the Transformation You Provide
Confidence is key when addressing potential client objections.
While you should never guarantee specific results, you can confidently speak to the transformations your program has delivered for others.
For example, the fertility coach could say:
“I’ve seen incredible transformations through this program, including my own journey to motherhood. While I can’t guarantee the same results for everyone, I’m confident that the strategies we use—like optimizing egg quality and hormonal health—will help you feel more in control of your fertility journey and increase your chances of success.”
Your confidence reassures clients that their investment is worthwhile, even if specific results aren’t guaranteed.
7. Follow Up After the Objection
Addressing an objection during a conversation is only part of the process.
Following up with additional resources, testimonials, or data can further build trust and keep the potential client engaged.
For example, after a consultation, you could send an email like this:
“Thank you for taking the time to discuss your concerns with me. I wanted to share a few client stories and research articles that might help you better understand the impact of our program. Let me know if you have any additional questions—I’m here to support you!”
This proactive approach shows that you’re invested in their success and willing to go the extra mile to address their concerns.
Final Thoughts: Turn Potential Client Objections Into Opportunities
Handling potential client objections doesn’t have to feel intimidating.
By emphasizing the value of the process, using data to set expectations, and being transparent about what you can and can’t control, you can address concerns with confidence and integrity.
Remember, objections are often a sign that a client is seriously considering your program—they just need a little more clarity or reassurance.
By approaching these conversations with empathy and honesty, you’ll build trust and position your coaching program as a valuable investment.
Your role as a coach isn’t to promise results; it’s to guide your clients on a transformative journey.
When you keep that purpose at the center of your messaging, you’ll find that addressing objections becomes an opportunity to inspire confidence and trust in your work.
Want to get better at ethical sales calls for a higher close rate with the right clients? Check out our on-demand program, The Ultimate Sales Call Playbook!
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