“Price Objections” Are Rarely About Price
As a naturopath or holistic health practitioner, you’ve likely heard this before:
“I just need some time to think about it.”
“I want to do this, but now just isn’t the right time.”
“I can’t afford it right now.”
And it’s so frustrating, right?!
It’s easy to assume the issue is your pricing - that it’s too high.
(Most practitioners do this.)
But in practice, price objections are rarely about money.
They’re about certainty.
People hesitate when they’re unclear.
Unclear about:
What kind of results are realistic
What’s required of them in the process
What working with you will actually look like
When that clarity is missing, price becomes the most socially acceptable reason to pause.
Why More Education Isn’t Solving This
Most holistic practitioners respond to hesitation by doing what they’ve been trained to do: Explain more.
More science.
More context.
Longer emails.
More reassurance.
But more explanation doesn’t create certainty. It often does the opposite.
Ever heard of analysis paralysis?
This is exactly that.
When your email marketing “mansplains”, it subtly positions you as trying to convince instead of lead. And even if your work is solid, that tone creates friction.
The truth is: your audience doesn’t need to be educated into a decision.
They need clarity and direction.
So, how do you create that if not from educating?
Certainty Comes From Clear Leadership in Your Emails
It all comes down to clear leadership!
Good email marketing for holistic practitioners isn’t about persuasion or urgency tactics.
It’s about being clear.
Certainty is built when your emails:
Are direct about who your work is for
Clearly outline what commitment looks like
Speak as if the reader is capable of following through
Leadership is what builds trust - especially in a space where people are already overwhelmed with information.
So establishing that sense of strong leadership is everything.
And it all has to do with how you’re writing your emails - your messaging!
Write to the Reader Who Is Ready
One of the biggest shifts you can make in your email marketing is this:
Stop writing to the hesitant reader.
Start writing to the one who’s already committed.
Not the person who needs to be reassured at every step.
Not the one waiting for perfect circumstances.
Not the one who wants change without responsibility.
When you do this:
Your messaging gets sharper
Your audience self-selects
Your offers feel cleaner
AKA the right people lean in.
The wrong ones quietly opt out - without price debates, long back-and-forth emails, or emotional labor on your end.
Because that’s tiring AF!
This is exactly why email marketing matters - it filters for readiness before a consult ever happens.
Don’t Worry - This Doesn’t Push Away the “Right” Patients
There’s a common fear among holistic practitioners that clear, confident messaging will feel cold or leave people out.
But in reality, patients who are serious about their health don’t want to be coddled.
They want to be treated like adults.
Clear email messaging says:
“This work requires commitment - and I trust you to meet it.”
That doesn’t scare off the right people.
It attracts them.
It invites them to take the next steps.
(I know filtering your audience can feel scary or even like you’re ‘losing’ potential clients, but this is a necessary step to finding your dream patients - trust me!)
The Result: Fewer Price Objections, Less Burnout
When your email marketing leads with clarity instead of compensation:
You stop negotiating your value
You spend less time educating and convincing
You stop attracting patients who want reassurance instead of responsibility
And over time, price objections decrease -
Not because you changed your rates (or your values), but because your messaging filtered for readiness long before a consultation call ever happened.
If your emails feel juicy with information but don’t lead to action, it’s not an email frequency problem or a pricing problem.
It’s a messaging problem 9 times out of 10.
Email marketing works best when it leads - not when it convinces.
And if you don’t want to do this whole messaging thing alone…
Book an easy free call with me and let me see how I can serve you 😊
