How do I answer a Candidate's question on cost?

Description

This is a great question, and how you share is important. Be confident - the program works and starts their journey to Optimal Health. There are also great advantages to OPTAVIA Premier membership with free/reduced shipping and other rewards.

When someone shares cost concerns, ask curious questions to determine if it is really about cost, or are they not quite ready to make a commitment to their health yet? For example: I hear that cost is a concern for you. Beside cost, is there anything else that might hold you back?


Break it down for them.

“What do you think you are currently spending on food, including eating out, groceries, coffee, extra snacks, vending machine, etc.? Did you know the average person spends at least $151 on food each week ($21.57/day)?* Five OPTAVIA Select Fuelings are less than $17 per day ($3.27 per Fueling). For many people, being on program is cost neutral.”


Develop a program that is within their budget.

Optimal Health 3 & 3 Plan or Optimal Weight 4 & 2 & 1 Plan® instead of the Optimal Weight 5 & 1 Plan®. Let them know you are committed to helping them on their journey so you are happy to design something for them.


Mention Referrals (if you use them).

“Can you think of anyone that you would want to get healthy with? Having a partner can make your journey even more fun. If you have someone in mind, I can offer you a referral credit toward your order, which would help you save more?”


Share Coaching, (tell your story) and how it has transformed your life.

Share how health is an investment. As an example: “Most of my Clients are finding they save money on program, some find it cost neutral. There may also be additional cost savings as well… dining out, medications, etc. to consider. On occasion, some find they spend a bit more and feel it is well worth it when they think of the benefits. In my case, I was so incredibly grateful for the opportunity to take back my health, that I found that it was worth it.”

Remember: If right now, their answer is “not yet” — follow up with them on a regular basis. It keeps you connected and shows you care.

*Gallup Poll:  Americans Spend $151 a Week on Food; the High-Income, $180


Useful Resources for this Topic

PDF Resource

 Embracing and Overcoming Objection

 Embracing and Overcoming Objections (Spanish)