Website Sales Objection Cheat Sheet™
5 Common Objections & How to Overcome Them.
The goal isn't to argue with the business owner or convince them they're wrong. It's to acknowledge their objection, introduce a new perspective, and get them to agree to a quick website presentation.
1. "My nephew (family member) handles my website."
Response:"That's great! And in addition to what your nephew does, I'll handle updates quickly, during normal business hours, and I'll treat your website like a marketing asset, not a school project.
If I could show you a new website that could bring you more customers, would it be crazy to at least take a look at it?"
2. "All of my business comes from word of mouth."
Response:"That's actually a great sign. It means you're doing something right! But here's the thing: when someone recommends your business, what's the first thing that person does? They Google you.
Your website is often the first impression someone gets, even when they come from a referral. And if they don't like what they see, they might never call.
If I could show you a website that helps turn more of those referrals into paying customers, would you be open to seeing it?"
3. "I'm already so busy. I don't need more customers."
Response:"That's a good problem to have! But here's a question: Would you rather have more customers, or better customers?
A good website doesn't just bring in more business. It can help attract the types of jobs you actually want, showcase your most profitable services, and even answer common questions so you're not wasting time on the phone.
If I could show you how your website could help you make more money without necessarily working more hours, would you be interested?"
4. "I'm happy with my current website."
Response:"That's great! And I'm not suggesting there's anything wrong with it.
But let me ask you something: Are you happy with it because you like how it looks, or because it's consistently bringing you new customers?
There's a big difference between having a website that looks good and having one that actually helps grow your business.
If I could show you a few things that might help your website perform even better, would you be against taking a quick look?"
5. "I'm good right now."
Response:"Totally understand. And I'm not asking you to make any decisions right now.
But let me ask you this: If someone showed you a way to improve your business, would you be totally against knowing what it was?
I've already got some ideas for how your website could better represent your business and help you attract more customers.
Would you be opposed to spending 10 minutes seeing what I have in mind?"
The Golden Rule: Don't Sell the Website. Sell the Appointment.
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When a prospect raises an objection, your job isn't to overcome every concern on the spot.
Your only goal is to get them to agree to see what you've created.
Remember these three rules:
- Agree before you redirect. Never make the business owner feel wrong or defensive.
- Sell the outcome, not the technology. Business owners don't care about mobile responsiveness, hosting, or website builders. They care about getting customers, saving time, and making money.
- End with a question. Don't finish your response with a statement. Give the prospect an easy opportunity to say yes.
One final tip: Don't memorize these responses word for word. Learn the reasoning behind each one so you can deliver it naturally and confidently.
The sale doesn't happen during the objection. It happens during the presentation. Your job is to get there.
