How To Handle Objections And Close High Ticket Clients In Christmas New year period As An Online Trainer
How to Handle Client Objections and Close High-Ticket Clients During the Festive Season
The holiday season is one of the most exciting yet challenging times for online fitness coaches and personal trainers. While prospects often use Christmas and New Year’s as reasons to delay their fitness journey, the truth is this period can actually be one of the most profitable times of the year—if you know how to handle objections effectively.
In this article, you’ll learn how to reframe client objections, position yourself as the go-to coach, and consistently close high-ticket clients—even when prospects say they want to “wait until January.”
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Why Prospects Delay During the Holidays
Most prospects anchor December to a period of indulgence, relaxation, and “letting loose.” They often say things like:
“This year has already been a write-off, I’ll just start fresh in January.”
“I don’t want to worry about fitness during the festive season.”
“I’ll focus on my health once the New Year starts.”
While this mindset feels natural for many people, it actually sets them back. By January, instead of just tackling their original goal, they’re often in worse shape—gaining extra weight, feeling sluggish, and facing a bigger uphill battle.
Why December Can Be Your Best Month
Despite common beliefs, December is not a dead month for business—it can be one of the most successful. Here’s why:
Your competition goes quiet: Most coaches assume no one is buying, so they stop marketing. This gives you a louder voice in the market.
Prospects still want change: Many leads are actively seeking accountability to avoid slipping further behind.
Systems create predictability: Coaches with proven systems enjoy a steady flow of leads, even during the festive season.
Opportunity to stand out: With less industry noise, your ads and organic content perform better, resulting in more clients.
How to Handle Common Holiday Objections
When a lead says, “I’ll start in January,” it’s your role as a coach to challenge that belief and show them why waiting is more harmful than helpful.
Reframe the Delay Mindset
Help them see the consequences of waiting:
Gaining an extra 3–5 kilos during December.
Starting January feeling bloated, sluggish, and unmotivated.
Needing to lose even more weight than they originally planned.
Instead, emphasize that starting now means:
They enter January in better shape.
Progress begins immediately instead of being delayed.
They avoid repeating the same unhelpful cycle year after year.
Position Coaching as Support, Not Restriction
Make it clear you’re not the “fun police.” Instead, show them how you’ll:
Teach strategies to enjoy food and celebrations without setbacks.
Provide accountability during the most challenging part of the year.
Mitigate risks so they can maintain balance while still making progress.
Offer Flexible Solutions
For clients traveling or going on holidays:
Transition them into online coaching temporarily.
Create a hybrid program for in-person and virtual support.
Offer a bonus week if they sign up now, so they don’t feel like they’re “losing out” while away.
Turning December Into Record Months
By reframing objections, providing flexible solutions, and showing prospects the true cost of waiting, you position yourself as the coach who genuinely cares about results. With fewer competitors active in December, your message cuts through louder, giving you the chance to close more high-ticket clients and set yourself up for massive momentum in January.
Remember: success in December comes down to systems, consistency, and handling objections with confidence.
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