Online coaches should prevent the "it's too expensive" objection before it happens by running a discovery phase that quantifies the prospect's income gap. Ask three questions: why they want the result, what they'd earn if they achieved it, and their current salary. Then reframe the price as a value-based investment against their annual gain.
Stop trying to handle the "it's too expensive" objection for your coaching programs. Instead, do this. When most online coaches lose a sale to "it's too expensive," they immediately start thinking, "I'm bad at sales, I can't handle objections," and then they go off on Instagram and YouTube and they find some fancy 27-part script that they can't even fucking remember when they get on their next call. Trust me, there's a better way. The mistake y'all are making is you're trying to handle objections down here, which is after you've pitched. But this is problematic because you never got the ammunition you needed up here to handle shit down here. So I'm gonna hook you up with the exact sequence of questions that are going to ask in discovery so we can handle this objection with ease. Now let's say you're an online coach who helps non-native English speakers get rid of their American accents so they can get a better job. Cool. In discovery, you're going to say, why? Number 1, why do you want to get rid of this? They're going to tell you, well, I would like to get a better job. Number 2, okay, got it. If you got that better job, how much would you be making? Number 3, okay, well, what are you making now? You know what you have now? You have an income gap. How much it's costing them per month, and if you multiply by 12, per year, to not solve that problem. So at the end of the call, when they say it's too expensive, you say, well, compared to what? I mean, you already told me that it's costing you $80,000 every single year that you don't have this fixed. So if we fixed it for dollar X and it made you an extra $80K this year, like, would that be worth it to you? That's how you reframe from cost to value. But you can't do this if you don't set up discovery right. Anyways, if you want the questions, including how to make them your own for your coaching business, just comment disco below, as in D-I-S-C-O. And if this was helpful, follow me for more tips on how to grow your coaching business.
