Front End Objections
Not Interested
…, I’m sure you get calls like this all the time, and I’m not trying to be one more annoying sales call but I am calling you for a reason. When I look up (industry) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you been in the area?” Circle back to needs
Why are you calling me?
(Purpose of the call)
I ask this b/c I help people do a couple of things:
1. manage their business more effectively
2. Grow their practice through more visibility
“need to think about it/do my own research in the demo”
1st Response:
“Totally understand wanting to research — most smart business owners do. But let me save you the time: the businesses we just showed were in your shoes, and now they’re winning online. The ROI isn’t in the research — it’s in taking action before your competitors do.”
Direct Follow-up:
“Let’s lock this in now so you’re not the one researching while your competition is getting the calls. The only thing that changes by waiting is you’re still not showing up online — and they are.”
QDM
Just to make sure, does anyone else (partner or spouse) need to be on this call that helps with these decisions or is it just you? (If answer is no, “ok let’s dive in” if the answer is yes, dig in and figure out who needs be on it
“I’ve heard this pitch before.”
“I believe it — there are a lot of companies out there. Difference is, we’re not selling leads or ads, we help you get found when people are already searching for your services. Can I show you what that looks like?”
Booked Out
If a referral/perfect client called you for a (insert high paying job), would you be able to take that job on or would you refer it out?” Yes • “So, I just did a search in your area for (ideal job) and I see X, Y & Z popping up. Who has a better shoot at getting that job?” • FOL and back to needs No • “Why Not?” • “So, how are you tracking your currentleads coming in?” Circle back to needs
The prospect says, ‘Maybe next quarter.’ What do you say to reframe the cost of waiting?"
“Totally hear you—but let me ask: if your competitors are improving their visibility now, can you afford to wait while they get ahead?”
Calling them out if they are shopping around on the demo
Response:
“I hear you — and I get that every marketing company says the same things. But here’s the difference: we showed you actual clients ranking right now, not just promises. And if you wait for the slow season to end, you’ll miss the window to build momentum before it starts. You don’t make money by waiting — you make it by being found when people are still looking.”
Follow-up push to close:
“Let’s get the foundation built now so by the time your busy season hits, you're not playing catch-up — you're already ahead. Are you ready to take that step today?”
TC
I have a few more things to go over, BUT if i can CONTINUE to show you how we are different than source, how we can help you accomplish goals/pain, and of course fit a budget; will there be anything stopping us from getting partner up at THE END OF THIS CALL?
Send me an email
Whatis that email address?... “What would you like to see in that email?” • Unlike a lot of other companies, I don’t have a template email that I send out because our approach is customized to our clients’ needs. So, just like how you would have to go to a job site to estimate materials and size, I’m the same way
I'm already on the 1st page
“Great, what are you searching specifically to see yourself on the front page?” • CHECK THE KEYWORD AND AREA – identify their ideal job or the only job they want to schedule?
"I built my own website with GoDaddy, I do not need you"
“We get business through word of mouth / referrals.”
“That’s the best kind of business — means people trust you. The thing is, word of mouth only works if someone already knows your name. When people don’t, they go straight to Google. How are you showing up there?”
Next Steps
So, once we figure out a price and package that works, the next steps would be sending you a one-page month to month agreement via DocuSign, have you ever used that before? Cool, so we will get a signature on that, collect first payment and then schedule your onboarding call
Not Interested
…, I’m sure you get calls like this all the time, and I’m not trying to be one more annoying sales call but I am calling you for a reason. When I look up (industry) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you been in the area?” Circle back to needs
I just signed up with someone
“That’s great and kudos to you for already putting a gameplan together for getting found online. When you signed up, who did you go with? What were your goals? When do you expect to see results from them?” • FOL or Circle back to needs
How Much Does it Cost?
(Mr. Attorney), I love that you’re a straight shooter and like I said, I know you care about price, but let me put this back into your world, If I called you to hire you for a (area of practice) case right now and asked you how much it would cost, what would you tell me? “Well, it depends, I’d have to look at it EXACTLY (MR. ATTORNEY), that’s the same exact thing with me, everything we do is customized so let me ask you a few more questions, get to know the practice a little bit more and then I’ll be able to customize a solution with you, so like you were telling me, you prefer (area of practice) cases, how many do you have on the calendar on average each week?
“We use Facebook / Instagram instead of a website.”
“That’s smart — social is huge. The only thing is, people searching for your service don’t usually go to Facebook first, they Google it. If you’re not on that first page, they’ll never make it to your socials. Want me to show you what I mean?”
LTP
1. Do you have any other questions or concerns outside of price?
2. As far as our process goes, do you see how I’m different from (source)?
3. Are you confident this solution will help put you on the right track to (needs)?
4. Cool so that being said, I’ve got my recommendation(s) for you. As long as price works are we good to move
forward now?
“We already have a website.”
“That’s great, at least you’re ahead of a lot of folks. The challenge is that Google updates its rules constantly — and a lot of sites don’t follow today’s guidelines. Mind if I show you where you stack up?”
Send me an email
Whatis that email address?... “What would you like to see in that email?” • Unlike a lot of other companies, I don’t have a template email that I send out because our approach is customized to our clients’ needs. So, just like how you would have to go to a job site to estimate materials and size, I’m the same way
Create Urgency/Restate Purpose
As I mentioned before, that's exactly what I help my guys with. So, if having more visibility in the leads you are getting could help you (insert pain), when would you want to make a change?
“How much is this going to cost?” (after you built some value)
“Good question. It depends on what you need and where you’re at now. Some clients spend less than what they’d put toward one job, and it ends up bringing them dozens more. Can I walk you through what’s possible before I throw out a number?”
7 Steps of NA
. Preface the meeting 2. Qualify the DM 3. Warm up • Goals / current ad spend / jobs / rev gap 4. Dashboard features • (customer journey / scheduling / CRM / payments / marketing) 5. What is pain & why? 6. Effect pain is having on the business & urgency 7. Trial close &/or segue
“My nephew/employee built our site, it works fine.”
“That’s awesome — it’s always good to have someone who can put a site together. The difference is, we build specifically for Google compliance so customers can actually find it. Would you be open to seeing how Google views it?”