How to Handle Coaching Client Objections?

My gut reaction was to take it personally — like maybe I was charging too much or not offering enough value. But over time, I realized objections aren’t rejections. They’re actually opportunities — you just gotta learn how to respond without sounding pushy or desperate.

It took me a few awkward Zoom calls and some bruised ego moments to figure this stuff out. So if you’re struggling with coaching client objections — money, time, fear, or even ghosting — you’re definitely not alone. Honestly, the more confident you are in your offer, the easier it is to move through resistance. And confidence starts with clarity — in your process, your pitch, and your pricing. If you haven’t already, check out this guide on creating coaching packages and pricing it helped me stop second-guessing myself.

Objection #1: “I Can’t Afford It”

This one’s the classic, right? And it used to trip me up every time. I’d either start discounting (which devalues your work), or just say, “Okay, no worries!” and hang up feeling defeated.

Here’s what I do now:

• Ask questions instead of defending. Something like, “Can I ask what you were hoping to invest?” opens the door to a real conversation.

• Break down the cost. I had a client who balked at a $2,000 package… until I explained it was about $150 per week for massive life shifts. That reframe helped.

• Offer a payment plan. I’ve had folks say no to $1,500 upfront but say yes to $500/month. Flexibility matters.

• Know your worth. I stopped taking it personally. If someone genuinely can’t afford it, that’s okay — they’re just not the right fit yet.

Sometimes “I can’t afford it” means “I’m not convinced it’s worth it.” Which brings us to…

Objection #2: “I Need to Think About It”

Oh man. This one used to burn me up. Like, just tell me yes or no, right?

But here’s what I realized: this usually means they’re either overwhelmed or afraid to commit. So now, I:

• Validate their hesitation. “Totally get it — it’s a big decision.” That instantly diffuses pressure.

• Ask what they need clarity on. Usually, they’re hung up on one thing — time, results, trust.

• Schedule a follow-up. I never end a call without locking in a time to check back in. “Want me to follow up in a few days once you’ve had a chance to think it through?”

Sometimes I’ll even say, “What’s your biggest hesitation right now?” That one question has saved so many potential clients.

And if you’re struggling with low lead-to-client conversions, go review your coaching sales page strategy a solid page should address objections before the call even happens.

Objection #3: “I Don’t Have Time Right Now”

This one feels legit — we’re all busy. But I’ve learned that “I don’t have time” often means, “This isn’t a priority right now.”

So I gently push back:

• Reflect their goals back to them. “You mentioned wanting to stop feeling stuck — do you think waiting 6 months will help with that?”

• Show how coaching saves time. One of my clients went from 60-hour weeks to 40 by just shifting her mindset and systems. That story helps.

• Offer flexibility. Evening sessions? Voxer support? Pre-recorded resources? I show how coaching can fit into their life.

Also, some people genuinely don’t realize how much time they’re losing by staying stuck in the same patterns. Coaching helps them move faster — they just need to see that. If your prospects are mostly finding you through online platforms, selling coaching on social media can actually help reframe coaching as accessible and low-lift — even for the busiest clients.

Objection #4: “I’m Not Sure It’ll Work for Me”

This one’s all about self-doubt. And I totally get it — coaching requires trust, vulnerability, and showing up for yourself. That’s scary.

Here’s how I respond:

• Normalize their fear. “Totally fair — a lot of my clients felt that way at first.”

• Share stories. I tell them about someone just like them who got results. Specific stories build belief.

• Highlight collaboration. “This isn’t just me giving you homework — we’re in this together.” That shifts the energy.

• Use social proof. Reviews, testimonials, screenshots of messages — all of that builds trust.

If you haven’t already, build a vault of wins and examples of testimonials and social proof. Sometimes people just need to borrow your confidence in them until they find their own.

Don’t Fear Objections, Learn From Them

Here’s what changed the game for me: I stopped dreading objections and started seeing them as feedback.

Every objection tells me something — where my messaging needs work, what fears I haven’t addressed, or what extra support people need to feel confident.

And here’s the truth — when someone pushes back, it means they’re interested. The ones who ghost? Those are the ones who were never in.

Now, when I hop on a discovery call, I go in with curiosity, not defensiveness. I listen. I ask questions. I meet people where they are. And more often than not? They say yes — or they come back later, because they felt seen.

Oh, and if you’re new to this world of calls and conversions, starting an online coaching business means learning how to navigate these moments. It’s not just about selling — it’s about building trust, one honest conversation at a time.