Objection: “I have to think about it” #
“I don’t blame you. This can be a big decision. Can you share with me what specific aspect of the services you are concerned about?”
“Yes, I can see how this can be a big decision. Typically, my clients are initially concerned with one of three things: ‘Is the problem important enough to solve it now, is this the right solution for my situation, can I afford the solution?’ Which one of those concerns you the most?”
“Hmmm… I see. Let me ask you… If we get started on this project—what are the downsides for you?”
“What concerns do you have?”
“Do you have any questions or issues?”
“I’m sorry to hear you are not going to take advantage of this service right now. Is there anything in particular that is preventing you from taking up our offer?”
Prospect says: “I want to wait until next month/our busy season to buy.”
- Always restate the objection back in the form of a question
- Isolate, make sure this is the only objection
- Overcome with your rebuttal
Objection: “I need more time to decide/not making a decision today/call me back another time.” #
Rebuttal: “I completely respect that you’d like some time to think it over. To help you make an informed decision, could I ask what specific information or concerns you’re weighing? That way, I can provide tailored details to make it easier.”
Objection: “I’m not interested in digital marketing.” #
Rebuttal: “I completely understand, and I appreciate you being upfront. May I ask what’s led you to feel that way about digital marketing?
For example, some business owners I’ve spoken with felt the same initially because they weren’t sure how it could drive results for their specific business. After we discussed how targeted strategies like SEO or GEO brought in measurable leads, they found it was worth exploring. What’s your experience been with marketing so far?”
Objection: “We’re already working with another agency.” #
Rebuttal: “That’s great to hear you’re investing in your marketing! May I ask how that’s working out for you? Sometimes businesses find their current agency does well in some areas, like social media, but they’re missing opportunities in others, like SEO or GEO.
I’d love to learn about your goals and see if there’s a way we could complement what you’re already doing. I see areas in your SEO that can be improved, do you know what services they are providing?”
Another approach:
“That’s great that you’re already investing in marketing! Would you like to see how the work is preforming for your business and see if their is any room for improvement?”
Objection: “Digital marketing is too expensive.” #
Rebuttal: “I hear that a lot—and I completely understand it. Digital marketing can feel expensive when you’re not sure what you’re going to get back. We’ve been in business for over 25 years, helping small and medium-sized businesses grow without overloading their budgets. We’re flexible, we work within your financial parameters, and all I want is a chance to review your website and suggest a few high-impact ideas. Are you in front of your computer?”
You can even add:
“I would think that if we can find areas for improvement, that would be worth 15 minutes of your time, correct?”
Objection: “We don’t need digital marketing; our business is doing fine.” #
Rebuttal: “That’s awesome to hear your business is doing well! Out of curiosity, how are you currently attracting new customers? Some of our clients who were in a similar spot found that adding digital strategies, like optimizing their Google Business Profile, helped them scale even further by reaching untapped audiences. Would you be open to exploring how we could boost what’s already working for you?”
Objection: “I don’t have time to deal with this right now.” #
Rebuttal: “I totally get how busy things can be running a business. That’s why we handle everything from strategy to execution, so you can focus on what you do best. For example, one of our clients, a small retail shop, felt the same way but found that our automated ad campaigns brought in new customers without taking up their time. Could we schedule a quick 10-minute call next week to discuss how we could make this hassle-free for you?”
Objection: “I don’t believe digital marketing works for my industry.” #
Rebuttal: “I can see why you might think that, especially if you haven’t seen results in your industry before. Could you share a bit about what you’ve tried or heard?
Rebuttal: “I completely get that—a lot of business owners feel that digital marketing isn’t a match for their industry. But SEO isn’t about guessing or casting a wide net. It’s about putting your business directly in front of people who are already looking for what you provide. Could you share a bit about what you’ve tried or heard?”
Objection: “We tried digital marketing before, and it didn’t work.” #
Rebuttal: “I’m sorry to hear that; it’s frustrating when things don’t pan out. May I ask what happened with that campaign? Sometimes we find that past efforts fell short because of issues like poor targeting or outdated tactics. For instance, one client had a similar experience but saw a [%] increase in website traffic after we optimized their SEO. Would you be open to discussing what we could do differently to get better results?”
Objection: “I don’t know who you are or how you got my number.” #
Rebuttal: “I appreciate you bringing that up, and I’d be happy to clarify. We specialize in helping businesses like yours grow through digital marketing, and I came across your contact info while researching companies in [industry/city] that could benefit from strategies like SEO. I’m reaching out because we’ve helped similar businesses in your industry increase their leads, and I’d love to share how. Would it be okay if I asked about your current marketing goals?”
Objection: “I need to talk to my partner/team before deciding.” #
Rebuttal: “That makes total sense; it’s smart to involve your team. To help you present this to them, I can put together a quick overview of how our digital marketing services could drive results for your business. Would it be helpful to schedule a call with you and your team to answer any questions they might have?”
Objection: “Can you just send me some information?” #
Rebuttal: “I’d be happy to send you some details! We are not a big box agency, so I can better tailor the info to what’s most relevant for your business. Could I ask what specific marketing challenges you’re looking to solve? For example, are you focused on getting more website traffic, generating leads or better-quality leads? That way, I can share strategies that align with your goals.”
Another approach:
“I completely understand—you want all the information you can get. The thing is, there’s no one-size-fits-all solution with SEO; every business is different. A quick phone consultation lets me learn about your goals, your competition, and your market, so I can provide information that’s tailored directly to your business instead of sending you something generic.
Would you have 10–15 minutes to chat? It’ll help us make sure you’re getting the most accurate and relevant information.”
Objection: “I may be closing my business.” #
Rebuttal: “I’m really sorry to hear you’re considering that; I know running a business can be incredibly challenging. May I ask what’s been going on? Sometimes, a small boost in leads from strategies like SEO can help turn things around by bringing in new customers.”
Another approach:
“I’ve worked with businesses in tough spots before, and some found that a low-cost, high-impact campaign, like optimizing their Google Business Profile, helped generate enough revenue to keep going. Would you be open to a quick chat about what’s happening and if there’s a way we could support you?”
You can even add:
“And if you’re still weighing your options, we could explore flexible, short-term marketing solutions to test the waters without a big commitment. What do you think about discussing a few ideas to see if they could help stabilize things?”
Objection: “I got burnt before by a digital marketing company.” #
Rebuttal: “That’s frustrating, and I’m sorry you had that experience. Could you share what went wrong? We prioritize transparency, like providing clear reports on metrics like website traffic or leads, to ensure you see exactly what’s working. With Mainstreethost, being in business for over 25 years, we know the importance of communication and quality workmanship.”
Another approach:
“I’ve heard similar stories from other clients who felt let down by vague promises. That’s why we focus on measurable results, like a client who saw a [%] increase in bookings after we fixed their SEO. Would you be open to hearing how we do things differently?”
You can even add:
“We could start with a free audit of your current online presence, like your website or Google profile, to show you specific improvements we’d make. What do you think about that?”
Objection: “I may retire soon.” #
Rebuttal: “Congratulations on nearing retirement; that’s a big milestone! May I ask if you’re planning to sell the business or pass it on? A strong digital presence, like an optimized website, can significantly increase its value by attracting more customers and showcasing its potential.”
Another approach:
“I’ve worked with business owners preparing for retirement who wanted to leave their business in the best shape possible. For example, one client boosted their revenue by [%] with an SEO campaign, making the business more appealing to buyers. Would you be open to exploring how we could enhance your business’s value before you retire?”
Objection: “My family member knows how to do this.” #
Rebuttal: “That’s great to hear you have someone close who’s familiar with digital marketing! May I ask what specific areas they’re handling, like social media or SEO? Sometimes, family members do a fantastic job with certain tasks, but our team can complement their efforts with specialized tools and strategies, like advanced keyword research or analytics, to maximize results.”
Another approach:
“I’ve worked with businesses where a family member managed part of their marketing, and they found value in our employee experience, tools and application to help with complex tasks. Would you be open to discussing how we could support what your family member is already doing?”
You can even add:
“To make sure you’re getting the most out of your marketing, we could offer a free audit of your current online presence to identify any gaps, like missed SEO opportunities or ad targeting. What do you think about seeing how we could enhance their efforts?”
Objection: “I don’t like the internet or technology.” #
Rebuttal: “I completely understand your hesitation; technology can feel overwhelming. The good news is we handle all the technical details for you, so you don’t need to worry about the internet or complex tools. For example, we can set up simple strategies like a Google Business Profile to attract local customers, with zero tech hassle on your end. Can I ask how you’re currently reaching new customers?”
Objection: “We used you in the past.” #
Rebuttal: “Thanks for sharing that you’ve worked with us before! May I ask about your experience back then?”
If good experience: “Why did you not continue? Have you seen a decrease in leads since?”
If bad experience: “I’m very sorry to hear that, could you tell me what happened so I can better assist you?
“To ensure you get the most value this time, we could do a free audit of your current online presence to see what’s changed since we last worked together and suggest specific improvements. What do you think about revisiting how we could help?”
Objection: “We have too much business now, we can’t take anymore.” #
Rebuttal: “That’s fantastic to hear your business is thriving! Can I ask if you have had slow times in the last few years? The reason I ask is when business is good, this is the best time to think about your marketing. Because when it slows down you don’t want to be back tracking and trying to create new leads at that time.”
Objection: “I can get it cheaper.” #
Rebuttal: “I appreciate you being mindful of the costs. May I ask what you’re comparing our pricing to? Mainstreethost keeps our costs low knowing that we have a 90% retention rate, building a long-term relationship with our customers with measurable ROI.”
Objection: “I can’t afford this/is that your best price?” #
Rebuttal: “Instead of focusing on price alone, we aim to deliver a strong ROI. For example, a client who was hesitant about costs saw a [%] return on their investment with our services. Could we discuss what kind of results you’d need to justify the investment?”
Objection: “Do you have a guarantee?” #
Rebuttal: “That’s a great question, and I understand wanting assurance. While no one can guarantee specific results due to market variables, we focus on proven strategies, like SEO and GEO, as well as optimized local listings. Can I ask what kind of guarantee you’re looking for? We stand by our work with regular, transparent performance reports and a commitment to adjust strategies if needed to hit your goals.”
Objection: “I don’t want to pay upfront.” #
Rebuttal: “I understand your concern about upfront payments. Can you share what makes you hesitant?”
Objection: “I do not give access to my website.” #
Rebuttal: “I completely respect your need to protect your website. Mainstreethost has been in business since 1999 and we have worked with thousands of businesses since. And you would agree, it would not be in our best interest to make any changes that could hinder your business. Has that happened to you in the past? Can I ask what concerns you have about granting access?”
Offer limited access:
“You can give us limited access, then change your access after?”
Still does not want to give access:
“We’ve worked with clients who preferred to keep website access restricted, and we provided recommendations, like content updates or meta tag suggestions. Is that something you would be interested in?”
