objections

High Price / Cost / Funding Objection

1. We don't need a website. Additional cost to our business.
2. I don't have enough sales/revenue to build an online store now.

High price argument: ex: Uber vs car leasing or ownership: With your own car you can be late you can be early you can make a stop. You have more freedoms because you’re paying more money for a better service. Our service is better, it's like comparing rent a car vs a limosine chaffeur.

Cost Basis: As a Small Agency (5–10 Employees) Clients pay a premium over freelancers for the assurance of a team-based approach (continuity if someone falls ill) and formal quality assurance processes. Costs include remote infrastructure, and dedicated licenses. Crucially, this model introduces non-billable roles or hours (e.g., project management, internal QA) that must be covered by project fees.

Lack of Money or Budget

When a prospect says they can't afford a website, it's important to handle the objection with sensitivity and explore potential solutions. Here are some steps you can take to overcome this objection:

• We will work with your goals to come up with a web strategy to get you value at a price that you are comfortable with

Money (can't afford / costs too much) that's outside of my budget right now

offer flexibility, demonstrate value, and find a solution that meets their budget

Remember, it's important to respect the prospect's financial situation and not pressure or push them beyond their means. By offering flexibility, demonstrating value, and exploring alternative options, you can work towards finding a solution that meets their needs and budget.

1. Empathize: Show understanding and empathy towards their financial situation. Acknowledge that budget constraints are a common concern and reassure them that you're willing to work with them to find a suitable solution.

2. Highlight Value and Return on Investment (ROI): Emphasize the long-term benefits and potential return on investment that a website can bring to their business. Discuss how the website can generate leads, increase visibility, and improve customer engagement, leading to potential revenue growth.

3. Flexible Pricing Options: Offer alternative pricing options or packages that can better align with their budget. This could include scaled-down versions of your website services, phased implementation, or payment plans spread over a longer duration.

4. Focus on Cost-Effectiveness: Explain how investing in a website can be cost-effective compared to other marketing or advertising strategies. Illustrate how a website can reach a broader audience at a fraction of the cost of traditional marketing methods.

5. Prioritize Must-Have Features: Identify the essential features that are crucial for their business success and propose a streamlined version of the website that focuses on those key elements. This allows you to deliver value within their budget constraints.

6. Offer Additional Support: Provide additional support or training to help them manage and maintain the website themselves, reducing ongoing costs. This empowers them to take control of their online presence while minimizing expenses.

7. Suggest Phased Approach: Propose building the website in phases, starting with the core functionalities and gradually adding more advanced features as their budget allows. This approach allows them to have a functional website while spreading out the costs over time.

8. Explore Financing Options: If appropriate, discuss financing options or partnerships with third-party providers that can help the prospect secure the necessary funds for the website project. This can help alleviate their immediate affordability concerns.

9. Provide Testimonials and Case Studies: Share success stories or case studies of businesses in similar financial situations that have benefited from your website services. This can help them visualize the potential impact and value of a website to their own business.

10. Follow-up: If the prospect is still unable to afford the website at the moment, offer to stay in touch and follow up at a later date. Circumstances may change, and they may be in a better position to invest in the future.

I can get a cheaper website from elsewhere

• the time spent in maintaining your site will grow rapidly especially with wordpress themes falling behind with updates and current trends
• Our custom development from the ground up is an optimization approach that cuts out boilerplate code

When a prospect mentions that they can get a website elsewhere for a cheaper price, it's crucial to address their concerns and demonstrate the unique value and benefits of choosing your services. Here's how you can overcome this objection:

1. Understand their needs: Ask probing questions to understand their specific requirements and expectations for a website. This will help you tailor your response and highlight the aspects that differentiate your offering.

2. Emphasize quality and expertise: Highlight the quality of your work and the expertise of your team. Explain how your experience and skills can result in a website that not only looks great but also performs optimally and achieves their desired goals.

3. Showcase your portfolio: Share examples of websites you have developed that align with the prospect's industry or business type. Demonstrate the professionalism and creativity of your designs, user-friendly interfaces, and successful outcomes for your clients.

4. Focus on long-term value: Emphasize the long-term value and return on investment that your website can provide. Discuss how a well-designed and optimized website can attract more visitors, generate leads, and ultimately increase revenue for their business.

5. Highlight additional services and support: Discuss the additional services and support you provide beyond just the website development itself. This could include ongoing maintenance, security features, search engine optimization (SEO), content creation, or marketing strategies to help them achieve their business objectives.

6. Offer customization and personalization: Emphasize your ability to offer customized solutions tailored to their specific needs. Explain how you can create a website that reflects their brand identity, captures their unique value proposition, and stands out from the competition.

7. Address hidden costs: If the prospect's focus is solely on the initial price, address any hidden costs that may arise from choosing a cheaper alternative. Discuss the potential risks, such as subpar quality, lack of support, or limited functionality, that may result in additional expenses and headaches down the line.

8. Provide testimonials and client success stories: Share testimonials and case studies from satisfied clients who have chosen your services over cheaper alternatives. Highlight the positive experiences and outcomes they have achieved by partnering with you, including increased traffic, conversions, and customer satisfaction.

9. Offer a competitive pricing or value-add proposition: If feasible, consider offering a competitive pricing option or value-added services that make your offering more compelling. This could include a discounted rate, additional features, extended support, or a comprehensive package that includes complementary services.

10. Compare the benefits: Clearly articulate the unique benefits and advantages of choosing your website services over cheaper alternatives. Focus on the quality, expertise, customization, ongoing support, and long-term value that you bring to the table.

Remember to approach the objection with professionalism and respect. Listen to the prospect's concerns, address them thoughtfully, and provide relevant information that showcases the superior value and benefits of choosing your website services.

Lack of Authority or Decision-Making (Gatekeeper Objection)

I need my ( / employer's / boss's / manager's / ) approval?

When a prospect mentions the need for their manager's approval before moving forward with a website project, it's important to understand and address their concerns while providing the necessary information to support their decision-making process. Here's how you can overcome this objection:

1. Validate their decision-making process: Acknowledge and respect their need to involve their manager in the decision-making process. Assure them that it's a common practice for significant investments and projects like a website.

2. Understand their manager's priorities: Ask questions to understand what factors are important to their manager when evaluating such projects. This will help you tailor your response to address those specific concerns or requirements.

3. Provide comprehensive information: Equip the prospect with all the necessary information they need to present the case to their manager effectively. This includes details about the features, benefits, pricing, ROI, and any other relevant information that will contribute to their manager's evaluation.

4. Create a compelling proposal: Offer to assist in creating a compelling proposal or presentation that highlights the value, benefits, and potential return on investment of the website project. Provide supporting materials such as case studies, testimonials, or industry research to reinforce the proposal.

5. Schedule a call or meeting with the manager: Offer to have a call or meeting with their manager to address any questions or concerns directly. This demonstrates your willingness to engage and provide additional information to facilitate the decision-making process.

6. Provide references: Offer to connect the prospect or their manager with existing clients who have had positive experiences with your website services. This allows them to hear firsthand about the benefits and outcomes achieved.

7. Offer a trial or pilot project: If feasible, propose a trial period or a smaller-scale pilot project that allows the prospect to demonstrate the value and impact of your website services to their manager. This can help build confidence and make the decision-making process easier.

8. Address cost concerns: If the objection is related to the cost of the website, provide detailed information about the pricing structure, payment options, and potential ROI. Explain how the investment in a well-designed and functional website can lead to long-term cost savings and revenue growth.

9. Follow up and provide support: Stay in touch with the prospect and offer ongoing support throughout their interactions with their manager. Answer any additional questions, provide clarifications, and be available to address any concerns that may arise.

10. Be patient and understanding: Recognize that the decision-making process involving multiple stakeholders can take time. Be patient, understanding, and respectful of their timelines. Follow up at appropriate intervals to check on the progress and offer any assistance needed.

By demonstrating your willingness to support their decision-making process and providing comprehensive information, you can help the prospect make a compelling case to their manager and increase the chances of obtaining approval for the website project.

Lack of Urgency or Timing

i'm not sure i need one right now, maybe later

1. a website will be up 24/7/365
2. can earn you fat monthly paychecks as a form of residual income
3. invest time into new content can be as simple as a 1 tweet or post a day

1. I'm in a meeting, so Call me ( \ later \ next week \ )

When a prospect asks you to talk to them later, it's important to respect their request while still keeping the conversation alive. Here are some steps you can take to overcome this objection:

1. Acknowledge their request: Respond positively and acknowledge their request to speak later. Let them know that you understand and respect their need for more time.

2. Ask for a specific timeframe: Politely ask for a specific timeframe or date when it would be appropriate to follow up. This demonstrates your professionalism and commitment to their needs. For example, you can say, "I completely understand. May I ask when would be a good time for me to reach out again?"

3. Confirm their preferred method of contact: Ensure that you have their preferred method of contact for the follow-up. Whether it's via phone, email, or another communication channel, confirm the best way to reach out when the agreed-upon timeframe arrives.

4. Set a reminder and follow up as requested: Make a note of the agreed-upon timeframe and set a reminder to follow up with the prospect accordingly. This shows that you value their time and commitment to reconnecting at a later date.

5. Prepare additional information: During the waiting period, gather any additional information or resources that may address their specific needs or concerns. This will allow you to provide valuable insights or solutions when you reconnect.

6. Provide value in the follow-up: When the agreed-upon timeframe arrives, reach out to the prospect as promised. Be prepared to provide additional value or address any questions or concerns they may have. Show that you have taken the time to consider their needs and have relevant information to share.

7. Reinforce the value proposition: Remind the prospect of the unique value and benefits that your website can offer their business. Tailor your message to address any specific pain points or challenges they previously mentioned.

8. Address objections: If there were any objections or concerns raised during your initial conversation, be prepared to address them directly. Provide further information or clarification to help alleviate their concerns and build confidence in your offering.

9. Listen actively: During the follow-up conversation, actively listen to the prospect's feedback, questions, or objections. Respond empathetically and provide tailored solutions or information to address their specific needs.

10. Offer alternatives or next steps: If the prospect is still uncertain or hesitant, offer alternatives or next steps that may help them move forward. This could include a demo, trial period, or a more detailed proposal that addresses their concerns.

Remember, while it's important to follow up as agreed, it's equally important to respect the prospect's decision and timeline. By being patient, prepared, and providing valuable information, you can increase the chances of re-engaging the prospect in a meaningful conversation at a later date.

Credibility / Trust Objections

1. I don't know you or your company

• I don’t know you, you just called / met me

Ans: I understand how stressful it is to run to a business because I took a leap to run my business. ____________

1. You can check out our website, BUILDthenMARKET.com**

When a prospect expresses uncertainty or lack of familiarity with you or your company, it can be an opportunity to establish credibility and build trust. Here are some strategies to address this objection:

1. Introduce yourself and your company: Provide a brief introduction about yourself and your company to give the prospect context. Share information about your industry experience, company background, and any notable achievements or recognitions. This helps establish credibility and demonstrates that you are a legitimate and trustworthy professional.

2. Highlight relevant success stories or case studies: Share examples of how your company has helped similar clients in the past. Discuss specific challenges your clients faced and how your products or services provided solutions and delivered results. This demonstrates that your company has a track record of success and can be trusted to deliver value.

3. Offer social proof: Mention any reputable clients or partnerships your company has, especially if they are well-known or respected within the industry. Testimonials, reviews, or case studies from satisfied customers can also help build credibility and address the prospect's concerns about not knowing your company.

4. Provide relevant industry insights: Share insights or trends from your industry that demonstrate your knowledge and expertise. This can help position you and your company as a trusted advisor and show that you stay informed about industry developments. By providing valuable information, you establish yourself as a knowledgeable resource.

5. Offer a trial or pilot program: If appropriate, suggest a trial or pilot program that allows the prospect to try your product or service on a smaller scale. This minimizes their risk and gives them an opportunity to experience the value firsthand. It can help overcome their hesitation by showing them the benefits and building trust.

6. Provide references: Offer to connect the prospect with existing customers who have had positive experiences with your company. This allows them to hear directly from satisfied customers and get their perspective on working with you. Personal recommendations can be highly influential in building trust.

Remember to listen actively to the prospect's concerns and address them directly. Tailor your responses to their specific needs and establish a rapport based on trust and credibility. By doing so, you can overcome their objection and move the conversation forward.

Why should I trust your company with my business?

Lack of Need or Value

not interested in having a website right now

That's a classic initial brush-off. When a prospect says, "Not interested in having a website right now," shift the focus immediately from the tool (the website) to the business outcome (their growth/performance).

I already pay for a similar service. Not interested

When a prospective customer mentions that they already pay for a similar service from someone else, it's essential to understand their current situation and address their objections effectively.

Already Have It Objection / I’m happy with my current website

Here's how you can overcome this objection:

1. Show curiosity and understanding: Express genuine curiosity about their current service provider and understand their reasons for considering a change. Ask questions to uncover any pain points or dissatisfaction they may have with their existing service.

2. Differentiate your offering: Highlight the unique value and benefits of your service compared to what they currently receive. Emphasize the features, advantages, or improvements that set your service apart and address their pain points or concerns.

3. Share success stories or case studies: Provide examples of how your service has helped other customers achieve their goals or solve similar challenges. Share success stories or case studies that demonstrate the positive outcomes and benefits that your service can deliver.

4. Offer a competitive analysis: If you have insights or data that show how your service compares favorably to the current provider, present a competitive analysis. Highlight the areas where your service outperforms, such as pricing, features, customer support, or additional value-added services.

5. Provide a trial or demo: Offer the prospective customer an opportunity to experience your service firsthand through a trial period or a demo. This allows them to compare the user experience, functionality, and quality of your service against their existing provider.

6. Offer a transition plan: Assure the prospective customer that transitioning from one service provider to another can be a smooth and seamless process. Provide them with a clear plan outlining the steps, timeline, and support you can offer during the transition to alleviate any concerns they may have.

7. Address pricing and value: If the objection is primarily about pricing, explain the value they would receive from your service that justifies the cost. Focus on the return on investment, long-term savings, or additional benefits they can gain by choosing your service over their current provider.

8. Provide superior customer support: Emphasize your commitment to excellent customer support and the personalized attention they can expect as your customer. Highlight any additional support channels, responsiveness, or expertise that differentiates your service in terms of customer service.

9. Offer a competitive incentive: If appropriate, consider offering a competitive incentive to encourage the prospective customer to switch to your service. This could be a discount, a special package, or exclusive features that provide added value and make the transition more attractive.

10. Follow up and maintain relationships: Even if the prospect decides to stick with their current provider, it's essential to maintain a positive relationship. Stay in touch, nurture the relationship, and offer assistance or support in case their needs change in the future.

Remember, it's crucial to approach the objection with respect and professionalism. Focus on the unique value and benefits your service provides, address their concerns, and offer a compelling reason for them to consider switching to your service.