Previously, we discussed why paying close attention to how your ideal audience talks is important. (See this article) By studying your audience’s language, you can learn what type of words persuade them to make a buying decision about a product or service, overcome client objections, and handle those objections more effectively.
Finding Your Audience’s Objections and the Most Common Ones
One way to discover your audience’s objections to buying products or services is by observing complaints they might make: on social media, in message boards, and in groups. Note complaints about their problems and/or about things they have bought. Check their reasons for not buying something that has been recommended. These are all issues you can incorporate into your content.
You can also make a note of what potential clients say on your discovery or sales calls.
There are common objections that almost all audiences share. If you start with these, you can then discover more as you study your particular audience.
Some of the most common objections are issues with trusting that the product or service works as advertised. Another one is whether it’s worth the amount of money they’re paying. If you address price by demonstrating product value and use a money-back guarantee to overcome the fear of not being satisfied, you can beat these two most common objections.
3 Areas Where You Can Address Client Objections
1-Why an FAQ Page Can Help Beat Objections
The first place to overcome client objections in on an FAQ (Frequently Asked Questions) page. The thing about an FAQ page is that you can keep adding to it as you learn more potential roadblocks your audience experiences as they go through the buying process. Start with the most common issues and objections, but try to use language that is positive in your descriptions so that they don’t come away thinking of more objections. Instead, they should leave your FAQ more excited to buy. Hint: Include a CTA on the FAQ page too.
An FAQ page is a quiet powerhouse when it comes to converting hesitant buyers—especially for life coaches, where objections often come from mindset blocks, time, money, or clarity around outcomes.
Here are life coach-specific FAQ examples that handle common objections using language that builds trust and excitement:
Q: What if I don’t have time for coaching right now?
A: That’s one of the first things we work on together—creating space for the things that matter most. My coaching sessions are flexible and designed to fit your life, not add to the overwhelm. Even one hour a week can shift your clarity, confidence, and direction in powerful ways.
Q: I’ve tried other programs before and didn’t see results. How will this be different?
A: I hear this a lot. What makes this experience different is that it’s completely personalized. You won’t be handed a cookie-cutter plan—we’ll work together to uncover what’s holding you back and move through it at your pace, with the support and tools you need to create lasting change.
Q: I’m just starting out and feel stuck. Is coaching right for me?
A: If you’re feeling stuck, that’s a perfect time to begin. Whether you’re launching something new or simply ready for a shift, coaching can help you get clear on your next steps and move forward with confidence. You don’t need to have it all figured out—that’s what I’m here to help with.
Q: What if I can’t afford coaching right now?
A: I completely understand that investing in yourself can feel like a big decision. That’s why I offer flexible payment options and smaller offerings that still deliver deep value. Many of my clients say that the clarity and breakthroughs they gain end up being priceless—and often lead to growth in both income and fulfillment.
Q: Will I get 1:1 support or is this a group program?
A: You’ll get both! Group coaching brings amazing energy, connection, and shared insight, while private sessions give you dedicated space to dive into your personal goals. Together, they create a powerful balance of community and individual transformation.
Examples of a Call to Action to include at the bottom of the FAQ page:
Still wondering if this is right for you? Let’s talk it out. Click here to schedule a free 15-minute clarity call—no pressure, just support.
Or
Ready to take the next step?
Let’s talk it through. Book a free 15-minute clarity call and let’s see if this is the right fit for where you are right now.
2-Customize Your Sales Funnel to Answer Objections
A second area where you can overcome client objections is in your sales funnel. People get on your list either by buying something, by downloading a freebie, or simply by signing up because they want to know more about you. So, depending on how they joined your list, you’ll send specific messages. For efficiency, it helps to create a series of messages for each segment of your email list, designed to lead them toward making a purchase that will solve their problems.
If they sign up for your lead magnet, you can send educational messages that teach them more about their problem that you solve. If they have just bought your entry-level product, you may want to send them follow-up messages designed to get them to buy the next product in your sales funnel.
As you develop your sales and marketing funnel, you’ll be able to identify which messages should go with which segment of your audience. It all depends on which list you’ve added them to and where they are in the buying cycle. Only a thorough study of your audience can teach you what to say and when. Here are some examples:
Example 1: They sign up for your lead magnet (free resource)
Let’s say your lead magnet is a free PDF titled “5 Mindset Shifts Every Life Coach Needs to Attract High-Paying Clients.” Someone downloads this, which tells you they’re likely in the early stages of building their business or struggling to land clients.
Your follow-up email sequence might look like this:
- Email 1: Deliver the PDF and thank them for downloading.
- Email 2: Share a short story of how one mindset shift changed your coaching business.
- Email 3: Offer a deeper insight into one of the mindset shifts with a practical tip they can apply today.
- Email 4: Introduce your low-ticket product, such as a $27 mini-course on client attraction strategies.
This sequence is educational and trust-building—it nurtures the lead before any major sales pitch.
Example 2: They purchase your entry-level product
Now let’s say someone buys your $27 mini-course “How to Fill Your Coaching Calendar Without Paid Ads.” This tells you they’re more serious and already invested in growing their business.
Your follow-up sequence might look like this:
- Email 1: Thank them for purchasing and share quick-start tips for the course.
- Email 2: Highlight a success story from a previous student who upgraded to your group program.
- Email 3: Offer a bonus workbook to enhance their course results.
- Email 4: Present your mid-tier offer—perhaps a $297 group coaching program or 1:1 strategy session—positioning it as the next step to multiply their results.
3-Addressing Objections on Your Sales Pages
Besides the sales funnel, another place you need to address to overcome client objections is right on your sales pages. The best way to accomplish this is to go through the benefits of your product or service using positive, active language that addresses the problems they have, and why this product helps them. Address the product’s value, and exactly why it will help them without any risk to them. Go through each potential objection individually (without calling it an objection), presenting the results in a positive way that overcomes any roadblocks.
Example 1: Objection (unexpressed): “What if I don’t have time to implement this right now?”
How to address it on your sales page:
“Even if your schedule is packed, this program is designed with flexibility in mind. Each module is bite-sized and easy to digest in under 20 minutes, so you can make meaningful progress without rearranging your entire week. Whether you’re fitting it in during your lunch break or after client sessions, you’ll be moving forward without overwhelm.”
Example 2: Objection (unexpressed): “I’ve tried other coaching programs before and didn’t see results.“
How to address it on your sales page:
You’ve done the courses. You’ve joined the programs. And maybe you’re still waiting for that “breakthrough” moment.
Here’s what makes this different: I don’t believe in cookie-cutter coaching. We don’t follow a one-size-fits-all roadmap. Instead, we build a personalized path based on you—your strengths, your blocks, your goals.
This is a space where you’ll be seen, heard, and supported as a whole human, not just a checklist of outcomes. My clients often say, “This is the first time I’ve actually felt momentum.” And that’s no accident. It’s the result of intentional, heart-centered coaching rooted in real strategy—and real connection.
If you’re ready for something deeper, you’re in the right place.
Example 3: Objection (unexpressed): “What if I can’t afford coaching right now?”
This is one of the most common unspoken objections, and it’s so important to respond with empathy, empowerment, and value without sounding salesy or triggering shame.
How to address it on your sales page:
Investing in yourself can feel big—because it is big.
If you’re here, it means something inside you is ready for change. And I know that money might feel like a blocker. That’s why I’ve designed this coaching experience to be as accessible as possible—with flexible payment options and programs that meet you where you are.
But here’s the deeper truth: clarity, confidence, and aligned action often pay for themselves. Clients tell me all the time that just one insight from our work together helped them shift their mindset, raise their rates, land their first paid clients, or finally take the leap they’d been putting off for years.
You don’t have to “have it all together” to start. You just need to be ready to stop spinning your wheels and take a step forward. I’ll walk with you from there.
In Summary:
Using these tactics in these three areas will help you use the right words to overcome your audience’s buying objections. But, nothing works as well as truly getting to know your audience enough that you can create a product or service that is exactly what they want.
Why work hard trying to convince people to buy something they think they don’t need, when you can instead create appropriate products and services and put them in their path? When they want what you’re selling and need it, it’s an easy “yes” for them.
