Sales doesn’t come naturally to everyone (Most especially to me, an introvert). For many business owners, asking for the sale felt awkward at first. But here’s the truth: objections are part of the process—and they’re not deal-breakers if you know how to handle them.
We’ve been refining our approach for years, and along the way, we’ve noticed a few common objections that come up again and again. Here’s how we think about them (and how you might, too).
It’s too expensive.
If your client tells you that your product is “Too Expensive,” then you did a poor job of presenting your Value Proposition. The perceived value of an item or service Is why it gets purchased, not the price of it.
We’ve adjusted our pricing multiple times over the years, and even ran a secret shopper study to compare ourselves to competitors. Turns out, we were in the right spot.
Instead of treating price as a wall, treat it as an opening to show value. Clients don’t just want a cheaper website; they want the right website that works for their business. That’s the bigger picture we bring the conversation back to.
I need to get everything ready first.
This one pops up more than you’d think. Because we show mockups before clients pay, that’s great for trust, but sometimes it triggers analysis paralysis.
They’ll say things like, “I need to gather all my data first” or “I should talk to my business partner (Sometimes wife for the submissive husband) before we move forward.”
That can lead to analysis paralysis. My approach is to remind them that they don’t need 100% of the answers to start. An 80% solution today is way better than 0% progress. And websites aren’t like print. They’re not locked in forever. They should evolve as your business evolves. That usually gets a nod and a sigh of relief.
I don’t have time for the content homework.
Totally fair. Most small business owners are already stretched thin. That’s why our roadmap is built in phases (usually every other week), and we step in to help.
We’ll brainstorm together, record sessions, even draft content for you. Editing is always easier than writing from scratch. And these days, AI can help fill gaps even faster.
We also remind clients: even if you only complete half the homework, you’ll still be miles ahead of where you started. Progress beats perfection.
The Hardest Lesson: Asking for the Sale
Here’s something personal. Sales didn’t come naturally to me. Asking “Are you ready to get started today?” felt intimidating at first. A coach once told me, you just have to ask. And they were right.
Now my flow looks like this:
- Answer their questions.
- Pull up our roadmap and pricing sheet.
- Ask directly if they’re ready.
- Stay quiet and let them answer.
That last part—the silence—is the hardest, but it works.
When They Still Say No
Not every prospect becomes a client. And that’s okay. Early on, we tried to win everyone, but we’ve learned it’s better to focus on fit.
If budget is the only blocker, we sometimes suggest a one-page site.
If the needs are way outside our scope, we’ll recommend another provider.
What we don’t do is discount. Our pricing is already aggressive for the value we deliver, and discounting only leads to bad experiences. Instead, we focus on referrals. Great clients usually know other great clients, and a thank-you gift for referrals goes a long way.
What We’ve Learned
At the end of the day, objections aren’t obstacles. They are opportunities to connect, clarify, and show value. Sales doesn’t have to feel pushy. When you keep it friendly, professional, and real, it becomes what it should’ve been all along, a conversation about how you can help.