The Most Common Client Objections and How to Deal with Them

“A desire can overcome all objections and obstacles.” — Anonymous

Think about the above quote for a second. When you want, I mean REALLY want something, you can almost always rationalize getting it. You find a way to overcome that nagging little voice whose job it is to object and throw up obstacles.

I want you to view objections as a good thing. Yes, seriously!

If your prospects have objections, it means they are considering hiring you or purchasing your product. If they weren’t interested, they wouldn’t waste their time inquiring — especially in today’s world where they can be on your website one second and on someone else’s the next.

Chances are good that prospects are visiting your site because they have a problem. Chances are even better that they’ve had this problem for a while and may have even tried to resolve it themselves.

You are in the problem-solving business — it doesn’t matter what you do, if you own your own business, you need to recognize that you provide solutions. For example, a virtual assistant gives her clients back their time to work on higher-revenue-producing activities while she focuses on the administrative details of managing a business, Nutrisystem delivers diet-conscious meals directly to your door so you don’t have to think about portion control or cooking, I provide my clients with simple and proven marketing and systems solutions so they make more money while enjoying more freedom.

Your job is to identify the solutions that your business provides, anticipate what your prospects objections are and have those objections answered *in advance*.

If you are selling a product, your sales page/letter should anticipate and address objections. You can check out to see how the sales page answers questions before readers have a chance to fully ask them. Prospects need to have their questions answered — even at 3am — or they will go elsewhere!

If you are selling a service, you want to be sure that your website/marketing materials address objections throughout the copy.

While there are hundreds of objections, I’ve found the most common to be:

1. It costs too much.

2. It’s too hard — will require too much effort.

3. It’s some type of gimmick and won’t work (think weight loss pills).
4. It’s going to take too much time, my situation isn’t THAT bad and I can fix/change it before this [insert your product name/service here] will work (think credit counselors).
5. I know it worked for Mary, but it won’t work for me, because my situation is special/unique.

We all have that same nagging little voice whispering in our ear and the fact is, there will always be objections to any service or product you provide. Chances are, you’ve thought of at least one of the above in the last week — I know I have!

I want you to take a good look at the SOLUTIONS you provide your clients and then write a short response to each of the objections above. Read your responses until you are comfortable saying them (practice in front of a mirror if you need to) and then pepper them throughout your marketing materials and keep them by the phone for when you are talking to prospects.

You provide solutions to at least one problem. You owe it to your prospective clients to help them help themselves by hiring you sooner rather than later.

Sandra P. Martini, the Automatic Business Coach ™, is creator of the “9 Simple Steps to Creating an Automatic Business” system. To learn more about this step-by-step program for small business success, and to receive her FREE “5 Simple Steps to Putting Your Marketing on Autopilot” e-course/audio mini-series and how-to articles and teleseminars, please visit