Let’s be real here, objections suck! You get on a discovery call with someone who seems motivated and excited to make a change, but then you state the investment they’d be making and you either hear crickets or a statement such as:
“Oh, I’m not sure if I have the money for this.”
“You know, I think I can try this on my own for a bit before signing up.”
Or something very similar.
EVERY online registered dietitian nutrition coach is going to experience getting an objection at some point, so it’s important that you know how to overcome them. There are 5 major objections you will most likely hear more than once during consultations, and I have written out exactly how to respond to them below, so keep reading and soak up this super valuable information that will help you and your business!
#1 Fear Of Change
Example statement: “This coaching you do sounds great, but I’m not sure I’m ready to commit yet.”
Fear of change is a real feeling that a lot of people experience. Making a life change by investing in a nutrition coaching program can be a scary thing to do! A year from now a new client may have lost 50lbs, gained an amazing relationship with food, won their bodybuilding show, etc., so a great thing to do when you hear this type of objection is paint a picture in their mind of what their life will look like a year from now if they decide to commit to your coaching.
Example response:“I understand what you’re saying, but you told me you aren’t happy with your weight right now and that you want to get off your hypertension medication. Just picture what life may be like a year from now if you invest in this coaching, you can be off that medication for good!”
#2: External Opinions
Example statement: “I’m interested in investing in your program, but I definitely need to talk this over with my husband first before going all in.”
This statement can mean one of two things:
1: The person is using this as an excuse to get off the phone and run far far away.
OR
2: They truly want to have a discussion with their significant other.
The best way to overcome this objection? Don’t let it happen in the first place! ALWAYS have the significant other of a prospective client on the discovery call, when you do this they literally cannot use this objection. I always recommend having a question regarding significant others in your application to work with you.
An example question could be: “Is there someone else involved with making the financial decision of your coaching?
If they answer YES, have that significant other on the call with you and your prospective client!
#3: Complacency
Example statement: “I’m feeling okay with how things are right now.”
It’s important to know that objections are not a “no,” they are “I need more information,” and this objection is a perfect example of this. Humans are interesting creatures and will not make a change or a decision unless it is completely necessary. To overcome this objection you need to create a sense of urgency around why they need to join your nutrition coaching program. Be completely honest with the prospective client, make them aware that if something does not change, there may be consequences in the near future. Show some research if you can and create feelings of motivation by showing client transformations and success stories! Make it clear that you know what you’re doing as a registered dietitian nutrition coach and can get them to where they want to go.
Example response: “I understand your hesitancy, Mrs. Jones, but from what you said in our call earlier, you are not happy with how things are right now. I have a client right now who was feeling just like you when they first joined my program, and now they have a better relationship with food and lost 50lbs in a year! If you don’t join my program today, how do you think you’ll feel in a year? Angry and self-conscious like you said to me earlier? You reached out to me for a reason and I can help!”
#4: Timing
Example statement: “I just think I’m too busy for something like this right now, maybe in a few months I’ll have some extra time.”
This is a biggie. If lack of time is the objection your prospective client is slapping you with, it is most likely going to be an issue a month from now, 6 months from now, and a year from now. You need to make the decision to hire you as a nutrition coach EASY. Dig a little deeper with this objection and ask one or all of these:
“What time commitment can you make?”
“If I call you back in a few months, what circumstances will have changed?”
“If I can make a nutrition program fit in your lifestyle is that something you can get started with?”
#5: Family/friend connections and/or promises
Example statement: “I actually made a promise to my sister’s friend that I’d join her 30-day nutrition Bootcamp.”
Honestly, sometimes there’s just nothing you can do with this objection, but you can make sure that you’re the next person the prospective client reaches out too!
You should explain why your program and services are better than their family/friend connection. If you’re able to point out the many perks and positives about your program you may convince them to join right away!
Example response: “Hey Mrs. Jones, this is definitely understandable, but I would like to explain why my program is so great compared to a 30-day Bootcamp if you’re okay with that? ”First off, I will help you create sustainable long-lasting success, something that a 30-day program is very unlikely to do. We’ll be on the phone with each other once a week, which help keep you accountable, and you’ll be able to contact me through email if you have any questions outside of our calls, I’ll be with you every step of the way! Also….(explain the other perks of your business).”
Are you a Registered Dietitian looking to take your online business to the next level? For more information about the I Believe Mastermind for Dietitians visit https://ibelievementorship.com.
