Objection Handling for Dietitians: How to Respond When Clients Say “It’s Too Expensive”
Objection handling is a skill every dietitian needs, especially when you’re growing a private practice and trying to convert more of your ideal clients. If you’ve ever heard someone say “It’s too expensive” or “I need to think about it” and immediately felt discouraged, you’re not alone. It’s common to take these moments personally and wonder if you said something wrong or if your pricing is the problem. That self-doubt can creep in fast. But objections are a normal part of the decision-making process, not a rejection of you or the value you provide. In this post, you’ll learn key mindset shifts to reduce the emotional weight of hearing a no, the most common objections dietitians face, practical response strategies to handle them with confidence, and simple ways to improve your overall conversions. Let’s dive in!
Why Objection Handling Is a Skill Every Dietitian Needs
To start, I know you may be wondering what objection handling actually is. It’s simply the ability to respond calmly and confidently when a potential client expresses hesitation at any point in the client journey. This might happen on a discovery call, in the DMs on Instagram, or even after you send your pricing. It’s completely normal. No dietitian gets a 100 percent yes rate and if you ever did, it would actually be a sign that you’re undervaluing your services or pricing yourself too low!
Most objections don’t mean someone isn’t interested. They usually reflect uncertainty, confusion, or fear about making a change. When you see objections through that lens, they become an opportunity to dig deeper rather than a reason to shut down. They invite you to clarify your program's value, reinforce why your support matters, and help someone feel safer making a decision.
When you respond with confidence and respect, objections become powerful moments of connection. You can use open-ended questions and the motivational interviewing skills you learned in school to explore what’s underneath the hesitation. These conversations often lead to more clarity, less fear, and more clients saying yes to working with you because they finally feel understood and supported.
The Myth That a “No” Means You Did Something Wrong
The myth that a “no” means you did something wrong can be one of the biggest barriers to confident selling for dietitians. Many of us take objections personally, assuming that if someone says no, it’s a reflection of our skills, our personality, or our pricing. The truth is, a client saying no is rarely about you. It’s often about timing, priorities, or fit. Even the most successful dietitians hear “no” regularly, and it doesn’t stop them from thriving in their practices.
For example, a client might pass on your services because they’re looking for rapid weight loss, but you specialize in intuitive eating. That misalignment has nothing to do with your expertise, it’s about whether your approach matches what they currently want. Another common scenario is a “no for now” turning into a “yes later.” A client may be in a busy season at work, facing financial stress, or just not ready to commit to change, but months later they’re ready and excited to start and you are the first person they think of for support!
The key is detaching from the outcome and focusing on your service. Your role is to provide guidance, support, and clarity, not to force a yes. By accepting that no is simply part of the process, you free yourself from self-doubt and create space to respond with empathy and confidence, keeping the door open for future opportunities.
The Most Common Objections Dietitians Hear (and What They Really Mean)
Clients often express hesitation in ways that might sound like rejection, but these objections usually hide deeper concerns. Understanding what they really mean can help you respond effectively and move the conversation forward:
“It’s too expensive.” Concern about value, not just price. They want to know if the investment is worth the results.
“I need to think about it.” Reflects fear of commitment or uncertainty about making a decision.
“I want to talk to my partner.” Seeking external validation before moving forward.
“Can I just do one session instead of a package?” Indicates they don’t fully understand the benefits of long-term support.
“I don’t have time right now.” Usually a sign of overwhelm or misaligned priorities, not lack of interest.
Understanding the real meaning behind objections gives you a roadmap for responding thoughtfully and effectively.
How to Respond to Objections with Confidence and Care
Start by validating the client’s concern. A simple statement like, “That makes total sense, I hear you,” lets the client feel understood. Then ask clarifying questions to uncover the root of the objection, such as, “Can you tell me what would make this feel like a worthwhile investment for you?” Re-anchor the conversation to their goals and the reasons they booked the call, drawing on details from their application or your conversation to focus on their pain points. Use gentle reframing, like positioning cost as an investment in their health or support as a way to avoid going it alone. Finally, offer a low-pressure next step, such as scheduling a follow-up call or sending more information and testimonials, to keep the client feeling supported rather than pressured.
Real Examples of Objection Handling Scripts for Dietitians
Hearing objections doesn’t have to feel stressful. When you approach them strategically, you can turn hesitations into clarity and action. Here are some practical scripts you can use:
“It’s too expensive.” Tie back to their long-term goals and outcomes: “I completely understand, and I want to make sure this is a good fit for your goals. Based on what you shared about wanting to break free from binge eating for good, investing in the full program ensures we can create lasting change together instead of falling back into the yo-yo dieting trap.”
“I need to think about it.” Set a clear follow-up while reassuring no pressure: “Of course! I completely understand wanting some time to think this through. How about we schedule a quick follow-up next week so you have time to review everything and ask any questions that come up? There’s no pressure, I just want to make sure you feel confident and clear about whether this is the right fit for you.”
“I just want one session.” Explain the value of the full program: “One session can give you guidance, but the full program is designed to create sustainable, long-term results. We include things like check-ins between calls, guided goal-setting, and resources to help you actually implement the strategies, which a single session can’t fully cover. This way, you get support every step of the way and a much higher chance of seeing lasting change.”
Stay grounded and calm throughout, remember objections are normal, and your focus is on listening, supporting, and helping clients make confident decisions.
Mistakes to Avoid When Handling Objections
Handling objections effectively isn’t just about what you do, but also what you don’t do. Avoiding common missteps can help you maintain confidence, build trust, and increase the likelihood of a client saying yes.
Getting defensive or over-explaining. Reacting emotionally can create tension and make the client feel pressured rather than supported.
Discounting immediately or apologizing for your rates. Lowering your price too quickly is disserving to you and can lead to burnout. Clients are often more invested and committed when they pay what your services are truly worth.
Pressuring the client into a rushed decision. Remember, it’s 100% okay to book a follow-up call. Taking time shows you have confidence in your program and respect for their decision-making process.
Not asking follow-up questions to understand the real concern. I recommend asking at least 2–3 open-ended questions after hearing an objection before offering a solution. This helps you uncover the true barrier and respond appropriately.
Ending the call awkwardly without a clear next step. Always provide a clear path forward, whether it’s scheduling another call, sending more information, or confirming their decision timeline.
Avoiding these mistakes helps you stay professional, confident, and effective in turning objections into opportunities.
FAQs About Objection Handling for Dietitians
Should I ever lower my prices if someone objects to the cost?
This is a hard NO! Lowering your price undermines your value and can lead to burnout. Objections are usually about uncertainty or alignment, not the number itself. You can offer extended payment plans to accommodate as needed.
What if a client ghosts me after a call?
Reach back out, but don’t pressure them. One or two gentle follow-ups is sufficient; anything beyond that can feel pushy.
How can I avoid objections in the first place?
Use detailed program applications to screen for clients who aren’t a good fit. Clear expectations upfront reduce friction later.
Do payment plans help reduce cost objections?
Sometimes! They work if the concern is truly financial, but if the objection is about fit, timing, or readiness, a payment plan won’t solve the underlying hesitation. This is why it’s important to ask those clarifying questions!
Final Thoughts: Objections Are Part of the Journey
Handling objections is a natural and necessary part of working with clients. They aren’t personal rejections, they’re opportunities to clarify value, build trust, and guide someone toward the results they’re seeking. As a dietitian, preparing thoughtful responses and staying rooted in service allows you to approach these moments with confidence and calm. The more you practice, the more comfortable you’ll become, and your confidence will grow as you focus on the client’s needs rather than the outcome.
If you want more support building confidence on discovery calls and maintaining a consistent client load, check out my starter program, The Foundation®. It’s designed to help dietitians like you master the skills, systems, and mindset to enroll clients confidently while protecting your energy and sanity.