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You’ll always get objections. Let’s face it. You may have the world’s best service, the best product available in your category or industry, but no matter what you do, no matter how good you are, you’re always going to have to deal with objections.

What’s the nature of objections, anyway? I believe most people simply have limiting beliefs of some sort; old conditioning that often keeps them from succeeding. It may be fear of failure, fear of success, fear of being ripped off, fear of overwhelm, etc. Problem is that these objections keep them from finding the solutions that solve their most pressing problems. Their self-doubt gets in the way of their success.

Objections are actually a good sign that you’re close to the sale. I didn’t believe this at first, but over the years of talking to prospects and having to answer their questions (i.e., objections), I see how true this is today. Here’s why. If someone were completely NOT interested in what you have to offer, they wouldn’t even BE on your website, much less talking to you. They wouldn’t waste their time.

If they’re asking you questions and offering up objections, there’s a large part of them that’s interested. And that means, all you have to do is answer the questions, reassure them, and you’re on your way to a sale. Better yet, by hiring you, the prospect is FINALLY on their way to a solution that’s probably been plaguing them for a long time.

Objections are a way for the prospect to acknowledge the self-doubt or limiting beliefs that stop them in their tracks. It’s actually YOUR job to help get them out of their own way so they can experience success. You do this by ANTICIPATING and then BREAKING DOWN the objections.

Knowing the 5 most common objections people have allows you to be prepared when they come up. You’ll certainly have more (dozens and dozens more, trust me) but it’s key to start with at least the ones that come up most often. These are the predictable ones, not in any particular order:

  1. It costs too much.
  2. It won’t work.
  3. I’m different; it won’t work for me.
  4. I can wait; my situation’s not that bad.
  5. It’s going to be hard.

Chances are, you’ve thought about these too when someone tried to sell you a service or a product before. But think about it. Each time you HAVE purchased the service or product and gotten great results, you kick yourself for not doing it sooner!

Since you’re not in the business of selling, but rather, problem solving, it’s your DUTY to break down these objections so a prospect doesn’t wait a minute longer to work with you, so not too much time passes that they’ll regret being without your solution to their problem. As a problem solver, it’s your most important task. Makes sense?


  1. Go back through your notes and list the objections people have given you in the past. Note the ones that come up most often.
  2. Create a short rationale paragraph for why each objection is not valid or any other ways to overcome these objections.
  3. Practice saying these out loud so you come off confident next time you talk to a prospect with objections.
  4. Sprinkle your marketing materials with these rationales.

Do this and I guarantee you will attract more clients and make more money.

Now that you’ve handled the objections, how exactly do you get them to sign on the bottom line, 97-98% of the time? Find out how and use my exact script and procedure for closing the sale without feeling sales-y. It’s all in the Client Attraction Home Study System™. The System includes everything you need to know to create a marketing message that will appeal to the best clients for you. You’ll learn how to decipher what makes your business remarkable, how to create Raving Fans so you get clients to call YOU, and lots of other crucial techniques to help you fill your practice quickly, including how to put together a simple marketing plan that gets you clients and then put it on autopilot so you can have fun again. Get more details at (Why struggle when you can just attract clients easily?)
© 2006 Client Attraction LLC. All Rights Reserved.

This Marketing article was written by Fabienne Fredrickson on 12/3/2006

Fabienne Fredrickson, The Client Attraction Expert, is founder of the Client Attraction System™, the proven step-by-step program to help you attract more clients, in record time and consistently. To sign up for her freebie how-to articles and no-charge teleclasses on attracting more clients, visit