Sometimes the main objection to buying your offer isn’t based on money but on time and scheduling.

This article is for online educators who want to offer (and charge for) a more premium experience when teaching or coaching live.

Unlike pre-recorded trainings, live trainings (whether a webinar, workshop, masterclass, or coaching call) often lead to time and scheduling objections because people can’t attend at their own convenience.

They may object by saying:

I can't commit unless I know the time works with my schedule. I have a lot going on.

I have a commitment on (day of the week) that can't be moved.
I prefer Wednesdays over Thursdays.
Can you start at 3pm instead of 4pm?

Knowing how to handle these objections empowers you to feel more confident in closing the sale and feel good about the boundaries and expectations you’re setting.

These 5 simple tips will help you:

Confidently choose a convenient live class schedule
Overcome the “what’s the date and time” objection and
Set expectations for your audience while still conveying the value of your offer

Tip #1 - Choose days and times that work for YOU

With online courses, memberships, and training programs being available around the world, the time differences make it hard to find a time that “everyone “ can attend.

**The Reality:**

**WE are the ones who need to maintain the schedule long term.**

The schedule should work for us and our availability, not that we would be a slave to it. After all, that’s why we became CEOs, right?

And it’s not just for your convenience - it benefits your audience, too. Because they deserve to get you at your best.

Keep this in mind:

If you pick a time that’s too late or too early, then your energy and performance isn’t at 100%.
If you pick a day that’s usually full of errands, then you’ll feel rushed, distracted or stressed and not fully focused on your students' needs.

So choose a time where your energy is high and put yourself in the best position to serve your audience.

Now that doesn’t mean you can’t provide flexible options. For example, let’s say you host live Q&A sessions every Wednesday. You can alternate the times: one week it’s at 11am EST and the next week it’s at 5pm EST, and so on.

Just make sure both those times still work for you.

Tip #2 - Be selective of WHEN to poll your audience for their time preference

There are two scenarios when it’s useful to poll your audience for their time preference:

At the beginning stages of your business when you’re still trying to hone your Ideal Customer Avatar
When you already have a small group of buyers committed to moving forward.

You could send polls via email or social media asking them for the best days and times for an event. It’s good data to have, BUT don’t feel pressured to completely follow their feedback if it doesn’t match your availability.

👉 And keep in mind that if you continually poll people asking for the best time, then they will expect you to cater to their time.

Remember, as a CEO you can serve them better when YOU are at YOUR best (see Tip #1).

You’ll eventually reach a point where you firmly set the rules upfront and people either "accept" them or they don't.

via GIPHY

Tip #3 - Position your offer as a MUST have if they want to grow in your niche

When you nail exactly what your Ideal Customer Avatar (ICA) is struggling with, they will make the time work because they need the solutions you’re giving.

Personally, I’ve attended live coaching calls at 3am because they were marketed as game-changing experiences that would accelerate my progress towards my goals. And they’ve absolutely been worth it - which is why I’m willing to adjust my schedule repeatedly to attend those calls live.

On the flip side, I once had an attendee join my full-day bootcamp from Australia where the times for her were 11pm-7am! She rented a hotel and attended all three days at those times.

✨ Trust me - people will move mountains when they feel it’s worth it. ✨

When multiple people hesitate to buy by saying they’re “too busy” or “now’s not the right time,” it’s a sign that your offer is not top priority and you should re-evaluate your messaging.

If you’re in a hobby market, how can you position the hobby activity as important to daily life?

For example, if your market is figure drawing, focus on how this skill can boost self-confidence, promote relaxation, or inspire a positive mind-shift that affects how they interact with others.

When you nail your messaging, time is no longer an objection. It just becomes a personal preference people are willing to adjust because your event takes top priority.

Tip #4 - Be upfront and firm with your choices

Your professionalism shows when you communicate clear criteria and commitment expectations regarding participant engagement and live attendance.

As part of your onboarding process, I recommend sharing a video that has this type of message:

“To get the most out of this program, it’s important to attend live as much as possible. You’ll benefit from having your questions answered in real time, connect directly with your fellow members, and make progress during our interactive exercises.
We’ll meet live every [insert day and time] - remember to block off your calendars so you can be fully present. This time is for you.”

When you’re very clear about this, it inspires confidence.

The message is that you know what you’re doing, you run a tight ship, and you reward those who fully commit to the experience.

Tip #5 - Sell the value of the recordings

Here’s the main points you need to cover when conveying the value of the recordings:

Express empathy: You get that life happens and it’s not always possible to attend every single training - that’s why you include the replay recordings in your offer. Members can still watch and participate on their own schedules.
Provide reassurance: It’s totally common for people to not make every training live and that people do still have success just watching the recordings. They’ll be able to hear all the questions asked and how you responded to them.
Clarify access: Remind them when they can expect to gain access to the replays (ex: within 48 hours from the live event). And specify how long they’ll have access to replays (ex: lifetime access or as long as they’re an active paying member).

Essentially, you want to have a "If you can't make it, no worries, I gotchu" mindset when handling these objections.

via GIPHY

Which tip was your favorite?

Let me know in the comments below, or share your own tip for handling time objections.

Thanks for reading!

Klara

5 Tips To Overcome Time Objections When Selling A Live Class, Workshop or Training