The Objection Card
What do you say when they say "I'll think about it"?
Most businesses hear the same four objections on repeat. Pick yours, get the words for each one, and work out your fix before the next quote goes out.
Step 1
Your four
Tick the ones you hear most. Four covers nearly everything.
Step 2
Six steps, worded for each one
Same order every time. Say it in your own words, keep each answer under a minute, and if it's plainly the wrong job for them, let it go.
- 1. AgreeSay it's fair. Don't defend the price or the job.
- 2. Ask what's underneathOne question. The first thing people say is rarely the whole of it.
- 3. Check it's the only oneOtherwise you fix one and the second comes out.
- 4. ConfirmIf they won't say yes here, there's another objection. Ask again.
- 5. Offer your fixThe one you worked out before you walked in. Smallest first.
- 6. Check, then ask"How does that sit with you now?" Then ask for the job.
Tick at least one in step 1 to see the words.
"It's more than I expected."
- 1. Agree
- "Fair enough. It's a fair bit of money."
- 2. Ask what's underneath
- "Is it the total, or finding it all at once?"
- 3. Check it's the only one
- "Apart from the price, is there anything else stopping you going ahead?"
- 4. Confirm
- "So if we can get the price working for you, you'd be happy to go ahead?"
- 5. Offer your fix
- Have a smaller first step ready. Not a discount.
- 6. Check, then ask
- "How does that sit with you now? Want me to lock in a start date?"
"I need to think about it."
- 1. Agree
- "Of course. It's a decent decision."
- 2. Ask what's underneath
- "So I know I've covered it, what haven't I explained that you'd want to know?"
- 3. Check it's the only one
- "Is there anything else on your mind, apart from that?"
- 4. Confirm
- "If I can answer that now, are you happy to go ahead?"
- 5. Offer your fix
- Answer the gap. If they still want time, book the next call before you leave.
- 6. Check, then ask
- "How does that sit with you now? If you'd still like a day, I'll ring you tomorrow at 10."
"I need to talk to my partner first."
- 1. Agree
- "That makes sense. It's a decision for both of you."
- 2. Ask what's underneath
- "What do you think they'll want to know?"
- 3. Check it's the only one
- "Apart from checking with them, is there anything you're unsure about yourself?"
- 4. Confirm
- "If they're happy with it, are you keen to go ahead?"
- 5. Offer your fix
- Help them carry it home, or get you both in the room.
- 6. Check, then ask
- "When are you both home? I'll ring then and answer anything they've got."
"Now's not a good time."
- 1. Agree
- "Fair. Timing matters."
- 2. Ask what's underneath
- "What would need to change for the timing to be right?"
- 3. Check it's the only one
- "Apart from timing, is there anything else holding you back?"
- 4. Confirm
- "If we started when it suits you, would you go ahead?"
- 5. Offer your fix
- Lock the date now. Start later.
- 6. Check, then ask
- "How does that sit with you? Shall I pencil in the date and send the details?"
"I've got a cheaper quote."
- 1. Agree
- "Good on you for getting a few quotes."
- 2. Ask what's underneath
- "Are they quoting the same job? What's in theirs?"
- 3. Check it's the only one
- "Apart from the price difference, is anything else making you lean their way?"
- 4. Confirm
- "If the two quotes were like for like, would you go with us?"
- 5. Offer your fix
- Compare them line by line. Don't drop your price to match.
- 6. Check, then ask
- "How does that sit with you now, seeing them side by side?"
"How do I know it'll work?"
- 1. Agree
- "Fair question. You haven't worked with us before."
- 2. Ask what's underneath
- "What would you need to see to feel sure?"
- 3. Check it's the only one
- "Apart from that, is anything else stopping you?"
- 4. Confirm
- "If I can show you that, are you happy to go ahead?"
- 5. Offer your fix
- Proof from a job like theirs.
- 6. Check, then ask
- "How does that sit with you now?"
"I could probably do it myself."
- 1. Agree
- "You probably could."
- 2. Ask what's underneath
- "What's stopped you doing it so far?"
- 3. Check it's the only one
- "Apart from that, anything else?"
- 4. Confirm
- "If it saved you the time and the hassle, would you go ahead?"
- 5. Offer your fix
- Put a number on their time.
- 6. Check, then ask
- "How does that sit with you now?"
"Can you just send me something?"
- 1. Agree
- "Sure, I can do that."
- 2. Ask what's underneath
- "So I send the right thing, what are you trying to decide?"
- 3. Check it's the only one
- "Apart from that, is there anything else you'd want to see?"
- 4. Confirm
- "If what I send answers that, would you be ready to go ahead?"
- 5. Offer your fix
- Send one thing, then a follow-up already booked.
- 6. Check, then ask
- "I'll send it today. Can I ring you Thursday at 2 to go through it?"
Step 3
Know what you'll offer before they push back
Step 2 gives you the words. Step 5, offering your fix, is where most owners make it up on the spot or drop the price. This is the fix, worked out in advance.
What you get
- Ready-made fixes for each of your four. A small one to try first and a bigger one if that's not enough, from trade and service jobs. None of them is a discount.
- Your own one-page card. The six steps for each objection with your fixes on it, ready to print for the ute or the desk.
- The words in your inbox. All six steps for your four, to keep.
How it works
- Leave your first name and email.
- Pick a fix for each objection, or write your own. About five minutes.
- Print the card and say it out loud before your next quote.
Tick at least one objection in step 1 first.
"It's more than I expected."
Have a smaller first step ready. Not a discount.
Or start from one of these:
Or start from one of these:
"I need to think about it."
Answer the gap. If they still want time, book the next call before you leave.
Or start from one of these:
Or start from one of these:
"I need to talk to my partner first."
Help them carry it home, or get you both in the room.
Or start from one of these:
Or start from one of these:
"Now's not a good time."
Lock the date now. Start later.
Or start from one of these:
Or start from one of these:
"I've got a cheaper quote."
Compare them line by line. Don't drop your price to match.
Or start from one of these:
Or start from one of these:
"How do I know it'll work?"
Proof from a job like theirs.
Or start from one of these:
Or start from one of these:
"I could probably do it myself."
Put a number on their time.
Or start from one of these:
Or start from one of these:
"Can you just send me something?"
Send one thing, then a follow-up already booked.
Or start from one of these:
Or start from one of these:
Your Objection Card
Your card fills in as you pick objections and write your fixes.
Before the next quote
- Say each one out loud three times, to a partner or someone on the team.
- Have the small fix written on the quote or ready on your phone.
- If they still want time, book the follow-up before you leave. Tomorrow, not next week.
tamim490.com.au/objection-card
If the same four keep coming up, the problem is before the ask.
The offer, the price or the follow-up. Getting those right means knowing your numbers each week and having a week with a set shape. That's what I install with owners, one to one, in the first month.
Calls are by invitation.
You'll hear the same four next week. Now you know what you'll say.
Tamim490 works with owners who are great at the work and still doing all of it themselves.
Request a call with Mark