TL;DR: The principle behind every objection script is the same: acknowledge → reframe → offer the smallest next step. Here are 12 handlers for the most common consult objections at a med spa, ranked by frequency.
1. "I need to think about it."
"Totally fair — most people who say that have one specific thing on their mind. Is it the price, the procedure itself, or the timing? If you tell me which one, I can probably address it in 30 seconds."
2. "I need to talk to my husband/wife/partner."
"Of course — most clients run it past their partner first. What's the question they're most likely to ask? Let me give you the answer in writing so you can show them."
3. "It's too expensive."
"I hear you. The average client breaks the cost across the {{months}} months the result lasts — about {{cost_per_month}}/month, less than {{everyday_comparable}}. If we made the upfront cost easier with a payment plan, would you want to start today?"
4. "I want to do more research."
"That makes sense. What specifically would you like to research? I can send you 2 specific resources I trust and we can talk again next week."
5. "I'll come back later."
"Of course — though I want to flag that the consult-day pricing is only valid for 5 days. The standard rate is {{difference}} more. Would it make sense to lock in the price even if we book the actual treatment for next month?"
6. "I don't think I'm a good candidate."
"What makes you say that? [Listen.] Here's what I see: {{specific_observation}}. Based on this, you're actually a great candidate for {{procedure}}. Would you want to start with {{smaller_starter_option}}?"
7. "I'm scared of looking 'done.'"
"Almost everyone says that — it's the right instinct. The 'done' look comes from too much, too fast. We'd start conservative — {{exact_amount}} — and you'd come back in two weeks for a check. You stay in control the whole time."
8. "I had a bad experience somewhere else."
"I'm so sorry — that's the worst, and it's why most people are nervous coming in. What was the issue? [Listen carefully.] Here's what we do differently: {{specific_protocol_difference}}. Would you want to start with a small first step so we can build trust?"
9. "I want to lose weight first / wait until summer."
"That's a great goal. {{Procedure}} actually works better when you do it before the milestone, not after. Here's why: {{specific_reason}}."
10. "Why is your pricing higher than [competitor]?"
"Great question. There are a few real reasons: {{differentiator_1}}, {{differentiator_2}}, {{differentiator_3}}. The cheapest place isn't usually the best place to put something on your face."
11. "I'm going on vacation soon."
"Perfect timing — most clients want to start before vacation. {{Procedure}} takes {{exact_days}} for results to settle, so as long as we book by {{date}}, you'll be fully in by your trip."
12. "I just don't think it's the right time."
"Totally fair. Can I ask — is there a specific event or moment that would make it the right time? If we put it on the calendar for {{date}}, that gives you {{weeks}} weeks to be ready, and I can hold consult-day pricing until then."
The post-consult internal debrief (5-min ritual)
After every consult, the provider records: client name + service interest, day-of close (Y/N), if no — top objection from the list of 12, vibe (likely/maybe/unlikely), personalized note for follow-up. After 30 days, review the top 3 objections and update training.
Frequently asked questions
How many of these should an injector memorize?
All 12. They cover 90% of cases. Practicing through them once with the team takes 90 minutes and pays back forever.
What if the objection isn't on this list?
Apply the framework: acknowledge → reframe → smallest next step. Most novel objections are variants of the 12 above.
How do I know which objection is real vs. a polite no?
Real objections come with specifics. Polite no's are vague ("I'll think about it" with no detail). The first script above is designed exactly to surface the real objection.
Should every provider use the same scripts?
The framework, yes. The exact words can flex with each provider's voice. Don't make them sound robotic.
For the complete consult conversion module, see our pillar on med spa lead follow-up.
0 comments