The big five objections
Psychology, the wrong response and the right response for each of the five you will hear weekly.
1. We already have someone
Psychology: loyalty plus the fear of admitting a bad decision. They are not defending results — they are defending their judgement.
Right response: 'Good — most businesses your size should have someone. Out of interest, what are they getting you at the moment?'
2. We don't need marketing
Psychology: 'marketing' means interruption and wasted money to them. Usually they are busy right now and assume that continues.
Right response: 'Fair enough. This isn't really marketing — it's making sure the people already looking for you can find you and get an answer.'
3. We're too busy
Psychology: they are protecting time, and they assume you will create work for them.
Right response: 'That's exactly why I called. The point of this is fewer things landing on you, not more. It takes about an hour of your time total.'
4. It's too expensive
Psychology: price is never the real issue — perceived risk is. They cannot yet see the return.
Right response: 'Compared to what it's costing you now? You said roughly half the enquiries don't get called back. That's the expensive part.'
5. We need to think about it
Psychology: an unspoken concern, or they are not the only decision maker.
Right response: 'Of course. Just so I don't leave you with a gap — is it the money, the timing, or whether it'll actually work?'
Say it like this
Weak
We already have someone. — 'Well, we're a lot better than most agencies.'
Meri standard
We already have someone. — 'Good, most businesses your size should. What are they getting you at the moment?'
Weak
It's too expensive. — 'I can probably do it for less if you sign this week.'
Meri standard
It's too expensive. — 'Compared to what? You told me half your enquiries never get called back — that's the number I'd be worried about.'
Practice drill
Say each of the five right responses out loud in a calm tone until none of them sound rehearsed.
Run this drill with Meri CoachKnowledge check
What is the real psychology behind 'it's too expensive'?
Lesson 20 of 23 in the Meri Academy curriculum.