We’ve all been there– you’re vibin’ with a potential client because they need something, and you know you have what it takes to help them reach their goals or meet their objectives.
You’ve pleasantly talked through the scope and expectations and maybe even bridged the budget part of the conversation.
All seems well until the convo suddenly gets a bit awkward when they hit you with… DUN DUN DUN! An objection!
If you’re picturing a lawyer shaking their fist in the air and dramatically proclaiming, “I OBJECT,” then you’re not quite right, but you are pretty funny.
No, no, when the objection hits, it’s highly unlikely that it’s a calculated, “gotcha” move on their part. Let’s take a closer look at what we’re really talking about here.
What Are ‘Objections’ Anyway?
When we talk about “objections” in the business world, we’re basically talking about the different ways that potential client says “no,” questions the value of your work or credibility, or shuts down the conversation before committing to moving forward.
In some cases, they may not even realize they’ve hit you with an “objection” because, for them, it probably feels more like an underlying fear or concern versus questioning you or your ability—even though it can totally feel that way, especially when taken personally (we’ve all been there too!).
Objection-type questions could also come from a standard series of ‘questions to ask everyone about this project,’ and they just have to check it off a list they were given.
Either way, it can feel less than great to have objections lobbed over to you during a sales or discovery call. But it doesn’t have to be scary!
In fact, objections can be one of the best ways to learn about how your potential client thinks, any misconceptions they may have, bad past experiences, worries you might be able to ease. Objections can sometimes even highlight a few red flags that tell you they may not be a great match for you.
Good, bad, or indifferent, objections will come. And the best way to handle with them is to be totally prepared to face them head-on, cool as a cucumber, with clear and concise responses.
So, let’s get you prepped for the three most common objections you’re likely to face.
“You’re too expensive.”
Sometimes this sounds like, “That’s more than we anticipated,” or “This is way beyond our budget.” Or maybe you’ll have a straight-shooter that says it like it is, “Can you tell me why you’re so expensive?”