Overcoming Objections – What If They Say No?

Fear of rejection can hold you back—but what if objections aren’t actually rejections? Understanding the difference can transform how you handle potential clients and build your business with confidence.

1. Objection vs. Rejection – Know the Difference ?

An objection isn’t a dead end—it’s a question in disguise. Clients may hesitate because they:

✔️ Need education to fully understand their problem

✔️ Need to trust that your solution works

✔️ Need to prioritise their well-being before taking action

The best way to guide them? Share knowledge, real success stories, and let them decide when the time is right. Timing is everything so a well timed prompt on pay day or ahead of gift giving occasion can be effective.

A rejection, on the other hand, is a firm “no.” And that’s okay! The key is knowing when to nurture vs. move on.

2. Common Objections & The Truth Behind Them

You’ve heard them before:

❌ "I can’t afford it."

❌ "I don’t have time."

❌ "I’m not sure it will work for me."

The truth? You can’t ‘overcome’ objections—only the client can. Your role is to help them see the value so they can make an informed decision.

3. When "No" Actually Means No

Sometimes, a "no" is final—and that’s okay! The best way to handle it?

✔️ Stay professional & warm

✔️ Respect their decision—without chasing

✔️ Trust that the right clients will find you

A ‘no’ today doesn’t mean a ‘no’ forever. Leave the door open for the future.

4. Building Resilience ?

Rejections & slow bookings don’t define your worth. What matters is how you respond and building a crocodile skin around you. There are so many reasons why an individual isn't ready to spend money with you - and often has nothing at all to do with you, your messaging or your business.

Instead of "No one is booking with me!"

✔️ Try: "I’m still learning how to communicate my value."

Instead of "I’m not good enough."

✔️ Try: "Every therapist starts somewhere. My experience grows with every client I help."

Every successful therapist has faced ‘no’—what sets them apart is their resilience.

5. Keep Showing Up – Consistency is Key

Not every client books immediately—but they’re watching. Stay visible, stay valuable.

✔️ Keep sharing your expertise

✔️ Educate, inspire, and reassure

✔️ Show up even when business feels slow

✔️ Share posts advertising last minute availability, gift vouchers or alike - you never know when it's going to tip over into a booking!

The more familiar you become, the more likely they are to book when they’re ready.

6. Fear of Failure – What If You Don’t?

Failure isn’t the opposite of success—it’s part of the journey. The only real failure is giving up too soon.

Every ‘no’ is just a stepping stone to the right ‘yes.’

7. Comparison is the Thief of Joy

It’s easy to look at others and feel behind—but no one else has your unique journey, skills, and story.

At the Academy we want to normalise community over competition. If you rate a fellow therapist tell them, share ideas, borrow trends on social media, celebrate their successes, chances are their client base is out of your area.

Quick Tips to Boost Confidence & Bookings!

✅ Get Found: Set up a free Google & Bing Business Profile today!

✅ Educate & Overcome Objections: Share how you solve common client issues.

✅ Perfect Your Pitch: Swap “I’m a sports therapist” for “I help people move better & feel pain-free.”

✅ Make Connections: Go where your ideal clients are & introduce yourself!

✅ Stay Consistent: Clients book when they see you regularly.

✅ Ask for Reviews: Happy clients? Get them to share their experience!

✅ Be the Expert: Share quick tips & advice to build trust.

✅ Follow Up: Gently check in—turn a “not now” into a future booking.

✅ Focus on YOUR progress, not someone else’s highlight reel.