What to Say When You Get “I Can’t Afford It” — (Without Lowering Your Doula Prices)
The Real Reason “I Can’t Afford It” Hurts So Damn Much
Let’s talk about it. Because when you’re a woman running a heart-led business in the wellness space, hearing “I can’t afford it” doesn’t just hit your offer—it hits your identity.
We’ve been conditioned to give… not receive.
We know how to nurture, heal, and hold space—but asking for money? We shrink. We question. We wonder if we’re too much, too expensive, or somehow not enough.
But here’s the truth:
You’re not asking for money. You’re asking someone to meet themselves at a higher standard.
You’re offering a transformation—not a transaction.
And when you stop confusing price with worth, everything changes.
Section 1: How to Reframe the “I Can’t Afford It” Objection
Why It’s Not Really About the Money
Most of the time, “I can’t afford it” is code for “I’m not sure I trust this yet.”
That’s not a shutdown—it’s an opening.
Reframe Questions That Build Trust
Try these powerful questions during your sales calls:
“If money weren’t an issue, would this be a full-body yes?”
This helps you gauge alignment and clarity.
“What does ‘I can’t afford it’ mean for you right now—cash flow, savings, priorities?”
Now you’re talking specifics, not assumptions.
“Is this a no for now—or is something still feeling unclear?”
You’re leading, not convincing.
Pro Tip: Practice these questions out loud in front of a mirror. Your tone matters more than your script. You’re not prying—you’re holding space with certainty.
Section 2: Standing in Your Price With Confidence (Without the Guilt)
The Energetics of Pricing
Confidence sells—not ego, but grounded leadership.
If your energy says “I’m not sure,” your client will feel it. And hesitate.
Sales Scripts That Set the Tone
Here are two power-packed ways to state your pricing:
“The investment is $1497. I call it an investment because the women who do this work don’t just gain clients—they build the confidence they’ve been craving.”
“I don’t offer discounts—but I deliver results that change businesses and lives.”
Rewire Your Pricing Mindset
Stop thinking:
“What if they say it’s too much?”
Start thinking:
“How do I show the value so clearly that $1497 feels like a no-brainer?”
Action Steps to Build Price Confidence
Write your transformation statement:
“After working with me, clients go from [current struggle] to [desired outcome].”
Practice stating your price 10 times. Out loud. No explaining. No softening.
Section 3: Offer Ownership, Not Pressure
Why Sales Is About Empowerment—Not Persuasion
You’re not here to pressure someone into a yes.
You’re here to help them step into their power.
That starts with collaboration:
“Would it help if we explored a way to make this work in your current financial season?”
This isn’t about discounting. It’s about supporting decision-making with flexibility.
What Discounting Really Costs You
1. You Attract the Wrong Clients
Discount buyers often show up halfway, question everything, and rarely re-sign.
2. You Create Mistrust
When you slash your price without being asked, it makes people wonder if the value was ever real.
3. You Train People to Wait
If you're always running sales, people will delay their purchase—waiting for your next markdown.
4. You Undermine Your Confidence
Every discount given out of fear reinforces the belief that your offer isn’t worth full price.
Instead of Discounting, Try This:
Flexible payment plans: “Would breaking this into two or three payments help?”
Extended start dates: “Would starting in two weeks give you more breathing room?”
Value-packed bonuses: Instead of cutting price, add urgency through extra support or tools.
Say with confidence:
“The investment is $1497. I don’t offer discounts—but I do offer transformation. I’d love to help you figure out if this is the right time.”
Final Thoughts: You’re Not Here to Save People From Their Finances
You are here to stand in your truth.
To sell from your power.
To lead with confidence.
The next time someone says “I can’t afford it,” don’t shrink.
Pause. Lead. Listen.
Because when someone is ready—really ready—they’ll find a way.
Ready to Transform How You Sell?
If this resonated with you and you’re ready to ditch the awkwardness and reclaim your confidence in sales, I’ve got something for you: DM me the word SOLD on Instagram and I’ll send you my 3 Must-Ask Doula Q's For Consults That Convert
Let’s doulathis. Your next level is waiting.
