How to handle objections and charge with confidence

There’s one recurring challenge in health and wellness businesses: the fear of charging.

Maybe you’ve felt it—struggling to set a price for your services, hesitating when saying it on a call, offering discounts no one asked for, or even giving away your work just to “avoid making someone uncomfortable.”

I get it. Our industry is deeply rooted in service and the genuine desire to help. But here’s the uncomfortable truth: not charging fairly helps no one.

In this article, I’ll share how to overcome the fear of charging, handle the most common client objections, and build confidence in the real value of what you offer.

The root of the fear of charging

The fear of charging often comes from:

• The belief that helping should always be free.
• Comparing yourself to colleagues who charge less.
• Personal insecurity: feeling like you’re “not enough yet.”
• Cultural pressure that talking about money in health is “awkward.”

The result? Prices that are too low, overwork, and burnout.
But the reality is that charging fairly honors both your work and your client’s commitment.

Shift your mindset: charging is serving

Here’s a mindset shift:
Charging doesn’t mean taking advantage—it means valuing your work and allowing your clients to commit to their own process.

Think of it this way:

• When someone invests in your program, they’re not just paying for hours. They’re investing in a path of transformation.
• A clear, fair price creates seriousness. Clients commit more and get better results.
• Not charging fairly sends a contradictory message: if you don’t value your service, why should anyone else?

Charging is a way of serving better.

Common objections and how to handle them

When you share your price, objections are normal. Here are the most frequent ones—and empathetic, professional ways to respond:

a) “It’s too expensive.”
Don’t take it personally. It doesn’t mean your service lacks value, only that the person hasn’t fully perceived it yet.

Possible response:

“I understand it feels like a big investment. That’s exactly because it’s not just an expense—it’s a process that can change how you experience your daily life. What you’ll learn here will stay with you long after the sessions end.”

b) “I don’t have the money right now.”
Sometimes true, but often a way of saying it’s not a priority.

Possible response:

“I hear you. My suggestion is to consider whether this is the right time for you. Money is always a factor, but so is your wellbeing. Whatever you decide is okay—the important thing is that it aligns with your goals.”

c) “I’ll think about it.”
Often means they need more clarity.

Possible response:

“Of course. Is there anything specific you’d like me to explain or clarify about the program? I’m here to answer any questions before you decide.”

The golden rule: speak from value, not price

One of the keys to handling objections is focusing on the transformation, not the number.

Instead of:

“The program costs $300 because it includes 6 sessions, materials, and follow-up…”

Try:

“This program is designed to help you stop feeling exhausted all the time and regain your energy within 8 weeks. It includes practical tools and my support so you don’t have to go through it alone.”

People don’t buy hours—they buy results.

Move beyond free services (when the time has come)

Most of us start by offering free sessions to get known, and that’s okay. But at some point, continuing to give away your work drains you and confuses your audience.

Ways to give value without giving yourself away:

• Offer a free workshop or downloadable resource → a taste of your style.
• Share valuable content on social media and newsletters → helpful, but doesn’t cost your time 1:1.
• Clearly define your paid offer—and don’t mix it with free favors.

Remember: giving free can open doors, but charging allows you to sustain your mission.

Strategies to charge with confidence

Here are practical steps you can start today:

• Write down your price—don’t improvise on calls.
• Believe in your offer—if you don’t, your client won’t.
• Practice your pitch—say your price clearly, without hesitation.
• Stay silent after stating it—don’t justify it right away, let the client respond.
• Offer payment plans—show flexibility without devaluing your work.

The invisible value you forget to include

When setting your price, remember you’re not just charging for session hours. You’re also charging for:

• Years of training and experience.
• Time spent preparing materials.
• Emotional support provided.
• Access to your unique methodology.

All of that adds value, even if you don’t spell it out every time.

Stories that inspire

I’ve seen how a simple mindset shift around charging can completely change a business:

• A habits coach went from charging $50/month to $400 for the same program—just by learning to communicate its true value. Clients not only accepted, they engaged more deeply.
• A therapist who used to give away free sessions filled his premium program as soon as he set a clear price and stopped hesitating on calls.

The change starts within.

Practical steps for this week

If you want to start charging with more confidence, try this:

1. Review your current prices and compare them to the value you provide.
2. Identify one frequent objection and write an empathetic response.
3. Practice saying your price out loud—without justifying it.
4. Remove free services from your schedule if they no longer make sense.
5. Create one clear free resource (workshop, ebook) and define your main paid offer.

Conclusion: charging is an act of integrity

In the wellness world, charging fairly isn’t a barrier—it’s a way to sustain your mission.

Handling objections with empathy, speaking from value, and letting go of free work are all essential steps to grow and to serve better.

Remember: your knowledge and support carry immense value. When you charge clearly and confidently, you not only transform your business—you also give your clients the chance to truly commit to their own transformation.