Overcoming (true) financial objections from functional medicine and wellness patients

Hello, my friend. Today I want to talk about the elusive money objection. This is probably the most common objection that comes up for natural healthcare practitioners. And part of it is because we either don't take insurance or we're not part of a socialized medical system or people who do have benefits may have limited benefits for natural health and wellness. So we have to realize that if people had to pay out of pocket for all the different services that are out there, we would be the most natural choice. So the unfortunate reality is the financial deck is stacked against us from the consumer's perspective. So we have to really help them understand the value of what we offer. And the first thing I want to say to you is that there's a difference between value and price, right? See, some people see the price. However, some people see value. And it's our obligation and our responsibility to our clients and the people whose lives we want to change to, to help them see the value of what it is that we have to offer. Otherwise all they see is the price. Now let me give you an example. Some people spend a quarter million dollars on a brand new Porsche. And some people, they see the price and would never spend the money. But the people that do invest the money look at this as an investment. They look at this as, oh my God, there's over many, many decades of rich racing history and engineering and all these things that have gone into perfecting this automobile. How can they do it for so cheap? So your ideal customers actually feel like you charge too little. Your non ideal customers are always going to feel like you charge too much. So first and foremost, value versus price. Price is what you pay, value is what you receive. You want to be sure that your clients understand that they're going to get way more in return for their money. When they pay to work with you, that money is going to sit in their bank account. Let's just assume for a moment that they have it. And let's say it's $2,000 that could transform their life, or $2,000 that sits in their bank account and earns 1% interest. A year from now, their health problem is going to be worse. And that $3,000 has earned them $30, if they're lucky, of interest. And the money in and of itself is worth less. But if they work with you, their health is going to be totally transformed. They're probably going to get a raise, they're probably going to have greater income earning potential, their family's going to be healthier, they're going to be spending less money on stuff that isn't serving them and they're going to be a better person for it. So that's what value is, right? So value and price is also key for us to differentiate. Now, with that being said, we can't help everybody. And it's never our job to think that we can because that's going to put us in a deflated and defeated state. And when people say no to us, and here's the thing, sometimes people will say no to you because they may not resonate with you. But most of the time people are going to say no to themselves. And a lot of that has to do with unresolved trauma. That has to do with self worth. So part of our job isn't to just get them healthy, but it's almost like to be a therapist to help them see their self worth because they've got this billion dollar body. Why wouldn't they spend a couple thousand dollars to learn how to use it and make it work for them for the rest of their lives? I mean, it just behooves us, right? But a lot of it has to do with psychological damage that's taken place as a result of people thinking that a, it's not possible for them to fix the problem, that they don't have the time. But it really boils down to are they worth it? So we have to help them see that they are worth it and that we can help them get the results that they're looking for faster, even when it seems like all else has failed. So one of the ways that we can help people in realizing that what we have to do is valuable for them and what they can do for themselves is valuable for them is to share our values. So when I get on a call with somebody or even when I do a webinar within the first few minutes, I'm talking about my values. And if we can share our values in such a way that it overcomes their objections that we know they're gonna have, then guess what? We've already set the stage up for success. So the three main objections that you're going to get is, can I afford this? Right? And if they can afford it, is it worth it? Right? So sometimes people have the money, but if they don't see the value, then they're not going to spend the money. So it's not always about money, it's really about value. The next is do I have the time? Right? So we want to share with people that we've addressed that in our value section of our presentation or Conversation. And third, will it work for me? Okay. And a lot of times the answer is don't know until we really figure out if they're willing to do the work and if they're the right fit. Because we only want to work with the right fit clients. So the way I would share this is Mrs. Jones, or if you're listening in on a webinar. I want to start by sharing our values, because when our values are aligned, we can add value into your life. And if our values aren't aligned, no harm, no foul. It just means that there is an alignment here and. And it's gonna be difficult for us to work together. And, you know, just let me know if this is the case because I don't wanna waste your time. So first and foremost, we have combed the earth to create the most affordable and valuable solution for our clients. We wanna get you healthy, help you feel whole, and help you feel happy. But we wanna also do that without cutting corners. There's plenty of companies out there that'll cut corners, that will take shortcuts when it comes to your health, but we don't do that. However, we do honor that you work hard for your money, and we want to make that money go as far for you as possible. That's value number one. Value number two is we understand how busy everyone is and we value your time. We value our time. So we've created a program that is practical, it's sustainable, it's something that fits into your busy lifestyle. In fact, I haven't met a single person that isn't busy these days and has extra time on their hands. So that's why we created this program exactly for the current times that we live in. The next one is will it work? Right. We don't know if this program is going to work for you. That's the purpose of doing this discovery call to see if you have the right attitude, if you have the right condition that we can help. And if this is a grand slam, then we definitely want to work with you. And if it isn't, then our commitment to you is we'll help you find somebody who can help you so that you can have a winning solution when it comes to your health. So address the values right from the very beginning. And that lets down people's guard, right? They're not wondering, oh my God, do I have the time? Can I afford this? Is this going to work for me? You've already addressed that right from the very beginning. And now their nervous system is calm and they're able to kind of listen in a little bit more instead of having their defenses up and being in a fight or flight state. So address those values as soon as you can in the call or on your webinars. And that's going to go a long way for you, I promise you. Another great question to ask people is what would make this investment worth 10 times when what you pay us, right? So if your program's $2,000, get them thinking and pay attention to the response that they give you. If they tell you, well, I want this, this, this, and this to happen and you can make those things happen, then guess what, you've got a 10x opportunity. Now. If they tell you a whole bunch of things that you can't do for them, then it doesn't matter how much they pay you, you can't solve that problem for them. So you can't even give them a 1x return. So pay attention to what they say because they're going to tell you exactly what they want to hear. And then if your program is the right fit and you're obviously an ethical practitioner, which the objective here and the assumption here, then you're going to want to make sure you check off all those boxes and they feel like, oh my God, this is exactly what I've been looking for. Where have you been my whole life? Next is. This is a very powerful phrase. And when you get the financial objection, you want to make sure that you've built rapport enough to be able to use this. But you know, Mrs. Jones, what I found is that there are some people that come to us and it's too late. And they're spending thousands and thousands of dollars a month on medications, on chemotherapy, on rehabilitation, and they come to us at this point where it's too late, then we can't help them anymore. But what I do realize and what I hear them say is they would be willing to spend all their money to go back in time and make a decision that they put themselves first instead of putting everyone else first. They wanted to put themselves first and they didn't. And, and so at what point in your health do you have to be at for this to be worth every penny in your bank account? We don't want to wait till you get to that point because a lot of times your options become limited and oftentimes it's way too late for us to do something for you. So really get a sense and paint the picture of a cautionary tale right? Of here's what happens when you don't take Action, you're not going to get better, Right. If you stay on the same course, you, you're only going to get worse and the problem gets more and more expensive for you to actually fix. Now, another thing that you want to ask people, because sometimes people are coming to us and we might be their fifth or sixth or seventh person that they're seeing, is what else have you done to solve this problem? How much have you invested already to solve this problem? Right. And they might tell you they've spent, oh my God, I spent $10,000. And so some of us might freak out and be like, oh my God, they're not going to have any money left to spend on us. Well, this is somebody who is still looking for answers, right? They don't get on a call with you to tell you that they spent all this money and they're not looking for any more solutions. Right. You've got to overcome the logical part of their brain and work on the emotional part of their brain in moving them to take action. Right? What did you like about the things that you've done? Right. What would you do differently if you could do it all over again, what would you do differently? And chances are they're going to tell you that they wanted to get to the root cause. I wish I had more accountability. I wish I had more support. I wish I had the right testing, whatever the case may be, chances are they're going to tell you exactly what they want. And if you can offer that to them, then you're going to be one of the most valuable resources in their life. Another great question to ask people is what attracted you to connect with us? Okay. And you want to ask this really towards the beginning of the conversation so you could understand what it is that they see in you. You might. If you don't ask this question, you might assume it's. It's something that it that actually isn't quite true. And if it's something that they can put their finger on, then lean in on that. Right? Oh, I love how you make it seem so simple. I love how straightforward you are. I love that you get to the root cause. I love that you do lab testing. I love that you don't over prescribe supplements. We really get clear on what it is that attracted them to you so that you could double down on that in your conversation with them. Now, if you're in our mentorship group, then you already know we emphasize the importance of learning that person's communication style. And there's four key communication styles. I won't go into all of them just in the interest of time. And it's a whole separate training. But one is D, the other one is I, the other one is S and C. And each of these communication styles is uniquely different. D's like to be told, not told, what to do. They like to be challenged, and they love to be for you to be quick and to the point eyes. What you want to emphasize with them is the social aspect, right? How you're going to support them and help them and guide them and how it's going to be fun in the process. Cs like to understand the process. They like to understand testimonials. They like to understand how my. How is my success going to be measured. So you really have to appeal to that individual's personal communication style and behavior style. Ss. They like support, they like steadiness, they like stability. They like to know that they can email you and you're going to be responsive. These are the things that they value. So when you understand someone's behavior and communication style, you can emphasize that your program contains those aspects so that you're speaking their language. Okay, Another thing that I like to start off with towards the beginning of the call, the first five minutes are really action packed with, you know, helping overcome and bust their own internal dialogue. And what I tell them is, Listen, Mrs. Jones, by the end of this call, we'll know if you're the right fit or you're the wrong fit. The person who's the right fit, they're going to feel like this program is priceless. They're going to look back a year from now and they're going to say, I'm so glad I did this. That was the best money I ever spent. Now somebody who's the wrong fit is going to think that this program is worthless. You get to decide based on if you're the right fit and if you're willing to take the action steps that are required and do the work. We know our program works. We've helped thousands of people or hundreds of people or whatever the case may be, and we know it works. But we are looking to see if you are the right fit or not. Because this will be the best money you ever spent and it will be amortized over your lifetime. We're not just selling you a pill that runs out in 30 days. We're teaching you skills that are not only going to benefit you, but are going to collaterally benefit your entire family. And not just for a short period of time. While we're working together but for a lifetime. Many of our clients who've been with us, who've worked with us many years ago, are now enjoying the benefits of amazing abundant health. And they don't need us, they're not dependent on us for them to stay healthy and happy. Next is you always want to emphasize the long term benefit and the collateral benefit if you haven't done that already with them, right? So hey, your kids are going to benefit from this, your spouse is going to benefit from this, your future generations are going to potentially benefit from this because this is something that's going to last you a lifetime. These skills don't wear out, they actually improve over time and you get better and better and healthier and healthier and it becomes easier and, and easier for you to stay healthy and happy for a lifetime. All right, now next is you really want to get a sense of, you know, if it actually is a financial limitation and if it's, if it's, or if it's a self worth limitation, right. So sometimes, you know, we get into a situation, people say can't afford it and the reality is they can afford it, but they just don't see themselves being worth it. So we have to, you know, get into the, into their psychology a little bit and understand if this was free, would you do it? Right. So then we get a sense of is this something that they actually want to do or you know, what is within your budget. So you get a sense of if it's in their budget and if you can create an installment plan for them, right. Like you, it's your business, you can be flexible, you can create unique bespoke payment plans for each and every one of your clients if you really want to help them and support them. It doesn't have to be a one size fits all payment plan, especially when you're just starting out in your business. Now if it's a self worth issue, we want to really get to the bottom of that, right? We really want to find out if that's the case. And a simple question that you can ask is, you know, Mrs. Jones or Sandra or Sarah, whatever the person's name is, or John or Joe or Jim, you know, if this was your child that had all these issues, what would you be willing to invest to solve this problem for them? If your child had these problems, the same problems that you've listed here for the rest of their life, would you be willing to invest in solving this problem for them if you could? And if the answer is yes, then you know, they have the money. And you also know they have a self worth issue that you need to overcome. Right. And so you know, when you're dealing with people's financial objections, there's a lot of psychology that you have to work through. There's a lot of trauma that you have to work through. There's a lot of failure that's likely taking place that you have to work through. It's a lot. Right. And, and each person is going to have their own unique issues and challenges and behavior style and communication style and all the things that add up to whether they're willing to make that investment in themselves or not. One thing I like to, one strategy I like to use when I'm making investment and purchase decisions with my clients is I let, I want to let them know, hey, have you received value from us right up to this point? If they haven't received any value, then you probably have to give them some value first and educate them a little bit more before they're going to be willing to pay you. One of the things you might also want to share are cautionary tales. You know, many of our clients have been following us for seven years and the first thing they tell us is, I wish I had done this sooner. So we don't want that to be the case for you. We want you to make sure that you are adding value. You're educating people before you ever make them an offer. And also be judicious and recognize that you may not make somebody an offer. Right. You only make the offer of your program and working with somebody if they are absolutely the right fit and you can hit a home run with them and knock it out of the park. So I hope this helps. I hope this gives you some more confidence and insight. This is a topic that we could unpack for hours and hours and hours, but I wanted to give you some things to chew on so that you could at least on your next discovery call, on your next webinar, your next presentation, you have some ways of presenting more value to your clients and moving them towards a decision that is beneficial to them. Lots of love. Hope you're awesome. Talk to you soon. Bye for now.