If you can overcome more objections, you can make more sales. This week, I want to share five common objections and how you can overcome them without slashing your prices or giving away the farm.

Objection 1 - “Ehhh, the price seems high.”

Your client is reacting to the shock of the number on the page. And, if you’re priced right (not low), it should be a little uncomfortable. One thing that works for me when necessary is to anchor their perception of price to the value of the transformation. If you can ask them the value of the work when done or the value they could create with the product you produce, they often snap back to understand that your work will create significantly MORE value for them than they’re paying to get it done. “What is the impact for you when (work is done?)” Often, getting one more sale or one more stage (etc.) is enough to pay for all of your work.

Objection 2 - “Ehhh, the price still seems high.”

Continuing this objection, the price may not be the problem but the payment terms are oppressive. “While I do need 50% down, what if we did three payments for the last 50% rather than 50% due at delivery?” Flexibility with your payment terms can often get someone over the line.

Objection 3 - “I’m just not sure…”

If you can validate they need the result you offer, they’re just hanging back for the reassurance that they’re doing the right thing. This is where a great client success story comes in CLUTCH. “I hear you, let me tell you about a man named Jed who hired me to provide X. Here is the result we produced in Y amount of time.” You’re offering proof of performance with an avatar that looks like them. Make sure to have those locked and loaded for when you need ‘em.

Objection 4 - “What if it doesn’t work…”

Here’s the atom bomb of objection handling from our friend Carl Gould. Offer them a guarantee on your work. Create conditions and then offer the transformation or the work is free. “If we meet weekly and you enact the changes I suggest and you don’t get X results, the work is free.” While this might seem scary, you’re laying the ground work for success. Weekly meetings and the required change in behavior are the inputs that make their success inevitable. If they don’t do those things, they’ve invalidated the guarantee! You believe in your transformation if they participate…show your confidence to them with a few strings attached.

Objection 5 - “Is this the best price you can offer…”

Nothing will help you hold your price like a busy schedule and plenty of leads in the system. If they’re dead set on haggling your price, you can negotiate confidently if your lead generation game is on point. “This is the best price I can offer to get you into the production line in January. I have two other clients starting in February, so if you want the work to begin now, we need to lock it in.” If you don’t have other leads and other clients, you’ll be tempted to cave on price to get whatever you can. Work your leads!

Closing can be difficult and it’s a race to the bottom if your only way to handle objections is to lower your price. Good Luck and Happy Selling!

Tweet of the Week

What an AWESOME tweet designed to speed up your computer. I went through this process with my machine and wow, what an impact. It’s crazy how clunky and slow our main tool for productivity can become if we don’t care for it. Enjoy!

Behind the Scenes…Staying on the theme of cleaning up - I’m challenging you to take five (5) minutes to clean up your workspace. Where you work can make a big impact but what that space feels like can make an even bigger impact. If you have files all over, letters that must be opened, wires and chargers piling up, you’re going to feel cluttered and stressed just because of the WEIGHT surrounding you. I’m challenging you - RIGHT NOW - grab your phone, but five minutes on the time and tidy up your space. The impact is real.

Fridays Off Podcast - Starting 1/19/26

You didn’t launch your small business to be chained to endless days, declining profits, and overwhelming stress. You started with a vision of earning freedom of time and money so you could live a life you love. To help you with that vision, I’m launching a new, DAILY live podcast to connect you with the information, education, and problem solving you need to move forward. The Fridays Off Podcast with Pat Miller will stream live on all of my platforms with weekly recaps and highlights in this newsletter.

As a part of the show, I’m going to host a live Idea Slam feedback session to solve problems and capture opportunities for YOU. To do that, I want to invite you to come on the show and talk about what’s happening in your business and how we could collaborate to move you forward. Would you come on the show? If you’re interested, just click here and share one challenge or opportunity that you’d like to collaborate on. We’ll schedule a day and time that works for you!

Look for the show streaming live in these places beginning 1/19:

Twitter - https://x.com/HeyPatMiller
LinkedIn - https://www.linkedin.com/showcase/fridaysoffpodcast
Facebook - https://www.facebook.com/smallbusinessownerscommunity
Youtube - https://www.youtube.com/@SmallBusinessOC

Now, GO SELL SOMETHING!

Pat