Say Goodbye to Money Objections: 10 Copywriting Prompts to Address Money Objections
How to Overcome Money Objections in Your Online Business
First of all – let’s be clear that the term “money objections” irks me a bit, but it’s the term most people understand so that’s where we’re starting.
When people have resistance to joining your course or hiring you because of the money – that is a very valid reason!
We live in an exploitative capitalist society and in a country that choosing to fund war over basic human needs, so money has become a topic of survival for a lot of people.
While that’s true, “money objections” are often pointing to a few different underlying things.
The truth is - if you solve the burning problem of your ideal client, and they trust that you will actually solve it, and they trust themselves to do their part… they will be very comfortable paying any amount of money.
Therefore, often… “money objections” have NOTHING TO DO WITH MONEY.
The Real Cause of Money Objections – AKA why people don’t want to pay you
Potential Reason #1: Your price doesn’t match your audience
There are absolutely people who cannot afford you. If you are talking to people who cannot afford you in your marketing, then it’s a market-price-match problem. Certain groups of people will not pay your prices. You being aware of that is the key.
You will have a much easier time changing your prices to match your audience, or talking to a different group of people.
(Yes, we’ve all heard the story of the young single mom maxing out her credit cards to join a program and it transforming her life and now she’s a millionaire, but that’s the 1-in-a-million story. Do yourself a favor and match your pricing with your audience.)
EXAMPLE:
If you want to be a premium priced coach, but you also want your “ideal client avatar” to be young single moms… while there are absolutely some young single moms that will be able to afford premium prices, that is probably not the vast majority. If you are devoted to that group, you would probably need to shift your offer to be lower priced, and instead focus on VOLUME of sales.
Potential Reason #2: You don’t understand the value of your offer
When you haven’t explored money “blocks” within you, or really thought hard about the money objections that could come up, you can be convinced of the money objection that someone tells you.
You believe their story.
In some cases - yes! Their story is true! They don’t have the money!
But “not having the money” is NOT BLACK & WHITE!
I’ve seen people “not have the money” when they have access to 10’s of 1000’s of dollars of credit.
I’ve seen people “not have the money” when they could very easily MAKE the money by doing a flash sale in their own business.
I have seen people say that they “don’t have the money” when they actually have a high-paying job AND $50K of savings in the bank.
Very very often what people mean when they “don’t have the money” is that:
They don’t believe that they will get the result you promise, or
They don’t believe you can help them, or
They value having the money more than having the result (this is usually unconscious)
Note:
HIGH INTEGRITY really needs to be present here.
It is so important to not convince someone who isn’t a great fit for your offer to buy your offer.
Knowing exactly who your offer is for + the vast transformation that is possible for them when they step into the PORTAL that is your program (or service)... that’s everything.
You’ll get to dive deep into that in the prompts in the section below.
Potential Reason #3: You’re doing a shit job communicating the value of your offer
You may totally understand and believe the vast transformation + potency of your offer… but you’re doing a shit job communicating it.
This is often a copywriting problem.
You could be:
Not talking about your offer enough, so people don’t trust it (or even know about it) – read more about this in Launch Mistake #2 from my “How to bounce back after a failed online launch” article.
Using a lot of jargon or “coach speak” –
e.g., “Become more empowered in your dating life” versus…
“Go from responding to 11pm booty calls with fuck bois to getting married to The One who checks all the boxes on your ‘Dream Person’ list + makes you feel like the unbridled sex panther you always knew you were” – YUM!
Feeling entitled to the sale (“people should see the value of this - I don’t want to have to convince anyone of anything”) when actually… marketing is your job!! And prolifically sharing the value of your work helps people feel safe to take the next step with you.
So it’s time for you to actually look at this!
Don’t wait until on a sales call or in your DMs to think about Money Objections. Think about them now so that your energy is crystal clear.
10 Copywriting prompts for you to explore your offer’s Money Objections
Put on a 30-minute timer + free-write on the following:
Why is your offer more valuable than them* having $2400 (or whatever price point) in the bank?
^^^^ This is one to really really work through until you feel it in your bones.
Yes, it will require you to be clear on who this is for bc that is not true for everyone.How would working on their (whatever topic of your program - e.g., sexuality) make them MORE money?
Talk about how they don't "lose" or "spend" money when they invest in your program. It is an investment. There will be a return (whether that's in cash or in other forms of abundance or wealth or the results they want)
Make people want to step into the identity of "Hell fucking yes I invest in my (whatever topic of your program - e.g., sexuality). I am so proud to be a person who invests in this work."
This is something to weave into your marketing within and outside of launches. Give people an epic identity to step into that they can be proud of.How is this actually worth 10X the price?
Remember back to when you were getting started in this work – Why do you wish you could've paid someone $2400 (or whatever price point) when you were trying to figure all of this out to solve your problems?
Why are their problems with their (topic of your program - e.g., sexuality) actually the ROOT of their money problems + their lack of feeling safe in the world?
What will this investment unlock for them?
Why is it IMPORTANT for them to invest this money? (E.g., I have found that students who invest in this level are more committed and get better results because of it)
Prepare for people saying “but I’m saving for a house (or my wedding, or a trip, or whatever)” – is this work more important than that? Will this work make their house buying process (or whatever big investment) happen faster, easier?
Take the time to go through this!
Money objections are common, natural, and valid, so if they come up for you, do not think your offer isn’t fucking epic or you’re not going to get the results you want.
Also, if journaling through these prompts sparks you to add some additional support or bonuses to your offer – beautiful! Follow that intuitive guidance to better serve your people.
As you get clear on these you will get to weave this knowledge and these perspective shifts into your marketing so that they’re addressed ahead of time, and you may even see them disappearing from your sales calls altogether!
One of my other favorite ways to dissolve Money Objections is to give people are yummy taste of the work at a impulse-buy price.
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