Business & Marketing

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Action Guide

Overcome Clients’ Objections

Most potential clients are seeking your business because they want to work with a coach.  Be aware though that starting a coaching relationship can be intimidating.  Usually the objections made are mere stumbling blocks and can be overcome easily if you are prepared for them and know how to professionally answer these concerns.

  • Objection: “I don’t have time.”

Possible Responses:

-“What are the causes for your lack of time?”

-“With such a busy schedule, your stress load is bound to become unhealthy.”

-“That’s what I like to hear! I’m here to help eliminate some of that stress.  My top clients are those who don’t have time for me.”

-“Fantastic!  That’s an excellent place for us to start.  How about we focus on getting you ahead of your busy schedule as our first task?”

  • Objection: “I can’t afford you.”

Possible Responses:

-“We can always afford what we really want.  What’s your goal for the success you really want?”

-“Is your current financial situation that extreme?”

-“Excellent!  Let’s get started on your financial reserve.”

-“I understand.  I would be willing to provide a discounted rate to you for the first 90 days.  What rate do you feel is fair and affordable so that we can get you on the track to success?”

  • Objection: “I don’t know where to start.  I don’t know how to use a coach.”

Possible Responses:

-“I get that all the time.  That’s the place we start: figuring out what your goals are!”

-“Can you list three major challenges you are currently facing?”

-“What obstacles in your life are wearing you down?”

-“What could you lose if you don’t get in gear?”

  • Objection: “I don’t think a coach can actually help/be effective/is worth it.”

Possible Responses:

-“Why do you feel that way?”

-“Does that make you feel overwhelmed?”

-“Have you ever worked with a coach before?”

-“Can you explain what part of this relationship makes you uneasy?”

  • Objection: “I already have a support network/mentor/counselor.”

Possible Responses:

-“What are the things you feel you need help with that you are not getting from him/her?”

-“Do you have a specific goal you think deserves immediate, dedicated attention?”

-“That’s spectacular! What does he/she help you with?” (LISTEN to what your potential client says and try to pinpoint what you can offer)