It doesn’t matter if you’re teaching Pilates, Fitness, Barre or selling make-up, cars or coffee. You will hear objections to your offers. And, it’s so easy to take these objections personally isn’t it? I mean when someone tells you it’s too expensive you may feel like they are saying “you’re not worth it.” You may wonder or be tempted to offer a discount. Tell yourself, “just this once” and believe that a lower priced package will get them to fall in love and see the value of what you offer. And, that’s just one of the objections we hear. There are so many others. And, if you want to grow your business you are going to have to get really good and overcoming them. Let’s talk about how you can do that.
- Price objection: this one is probably the most often used. I mean, I’ve even used it places to get out of doing something or buying something. And, it’s rarely true. What is true is that I don’t really want the thing or want the thing right now but I want to end the convo so I say its the price because everyone can understand this objection and no one is going to argue with me. Right? You know you’ve done this too. So, how do you overcome this? First, be upfront with your prices. Put them on your site. Or tell people before they come in. Then you and the client both don’t waste a first time session. If they can’t afford you even if they love you they can’t afford you. Second, make sure your first time session or intro packs are aligned with your regular prices. Third, be sure you are fishing in the right pond. If you want people who can afford ___ rate then advertise at places they hang out.
- Time Objection: A great objection for the person who is not ready to commit. Or, never likes to commit. When setting them up for a session be sure to ask them questions that will help you get clear on their availability to add something new into their life. If they say they work 6 days a week and commute an hour each way and you tell them they have to come in 3x a week they are going to believe they don’t have time. But, if you hear all that and then ask them to come on their day off or on their way into work once or twice a week as they feel the benefits of working with you they will start to see how they can add more sessions in.
- “I need to think about it” objection: This also is often the one where they need to talk to their spouse or parent. Again, I find this to be an easy excuse in life to use because who is going to argue with that? Couple ways to get around this is on your intake forms on your site or in person ask them if they have ever invested in their fitness before. If they have you are less likely to hear this objection. If they haven’t then keep in mind this is not just a financial or time commitment this is a big step in their life. They’ve not spent money on something that isn’t tangible like jeans, a car etc. So, remember to help them see that you’re the guide for them, the person they can trust to help them get to their why. Do not worry about selling them Pilates. Focus on connecting them to their why with you.
What are some objections you’ve heard? Share them in the comments below and I’ll be back to check and give you some tips for overcoming them!
Remember, if you think that people will think Pilates is too expensive then they will. If you think you’re too far away or it takes too long for people to “get” Pilates all this will come true. But, if you spend more time thinking about why Pilates with you then people will have no problem saying YAAS!