The Objection That Almost Killed the Deal
Rachel was three weeks into a conversation with a potential client. They'd had a great discovery call, she'd sent over a proposal, and everything seemed to be moving forward. Then she got this message: "This looks great, but honestly, the budget is higher than we were expecting. I'm not sure we can make it work right now."
Rachel's first instinct was to defend the price: "Well, you get what you pay for, and based on what you told me, this is actually really reasonable for the scope." But something stopped her. She realized that response would sound defensive—and defensive responses kill deals.
Instead, she took a breath and replied: "Totally understand—budget is always a real constraint. Out of curiosity, what were you expecting to invest, and what's driving that number? I want to make sure I'm not missing something about what you actually need."
The client responded: "Honestly, we were thinking around half that. But we also haven't done this before, so we might be underestimating what it actually takes."
Rachel saw the opening. She didn't argue. She didn't drop her price. She just reframed: "That makes sense. A lot of clients initially estimate lower because they're thinking about hours, not results. The reason our pricing is where it is is because we've done this 50+ times and we know exactly what it takes to get you from [current state] to [desired outcome] without wasting time on trial and error. That said, if budget is tight, we could start with [smaller scope] and expand later once you see results. Would that be worth exploring?"
The client said yes. They started with the smaller project. It went well. Three months later, they signed on for the full scope—at the original price.
Objections don't have to kill conversations. In fact, they're often the turning point where real trust gets built—if you know how to handle objections in LinkedIn DMs without sounding defensive, desperate, or dismissive. In this guide, you'll learn a proven 4-step framework, see real examples, and get scripts for the six most common objections.
Why Objections Are Actually Good News
Most people treat objections like rejections. But here's the truth: an objection is not a no—it's a question in disguise. When someone says "too expensive" or "bad timing," they're not shutting you down. They're saying: "I'm interested, but I have a concern. Can you help me resolve it?"
If they weren't interested at all, they'd ghost you. The fact that they're engaging—even critically—means they're still considering it. Your job isn't to argue them into submission. It's to validate their concern, reframe the situation, provide evidence, and make the next step easy. That's the 4-step framework, and it works for everything from budget objections to timing concerns to competitive alternatives.
This same principle applies across all LinkedIn relationship-building: when someone pushes back, lean in with empathy, not pressure. That's what separates transactional pitches from genuine relationship-building on LinkedIn.
The 4-Step Objection Handling Framework
Here's the structure that turns objections into opportunities:
Step 1: Validate (Show You Hear Them)
Never argue with an objection. Start by acknowledging it's real and reasonable. This disarms defensiveness and builds trust.
Bad: "Actually, this is really affordable compared to competitors."
Good: "Totally understand—budget is always a real concern."
Validation doesn't mean agreeing with them. It just means showing you're listening. And when people feel heard, they're far more open to hearing your perspective.
Step 2: Reframe (Shift the Perspective)
Once you've validated, gently reframe the objection by adding context, clarifying a misunderstanding, or highlighting something they might not be considering.
Example (Budget Objection):
"I get that the number feels high. One thing I'd point out is that most clients initially focus on the cost, but what ends up mattering more is the ROI. If we can help you hit [specific outcome], the investment pays for itself in [timeframe]. Does that shift how you're thinking about it?"
Example (Timing Objection):
"Makes sense that now feels busy. One thing I've seen with other clients is that 'busy' doesn't usually get less busy—it just shifts. The question is whether waiting three months puts you further behind or whether starting now (even if it's a slower ramp) actually saves you time long-term. What do you think?"
Notice what reframing does: it doesn't dismiss their concern. It adds a new angle they might not have considered. And it does so as a question, not a lecture.
Step 3: Evidence (Back Up the Reframe)
Once you've reframed, support it with proof. This could be a case study, a statistic, a testimonial, or a relevant example from a similar client.
Example:
"We had a client in a similar situation last year—tight budget, lots of internal priorities. They decided to start small with just [specific deliverable]. Within two months, they'd seen [result], which gave them the internal buy-in to expand. Happy to share that case study if it's helpful."
Evidence moves the conversation from abstract concerns to concrete outcomes. It makes your reframe feel real, not just rhetorical. This is the same credibility-building tactic that makes strong first LinkedIn DMs work: specificity builds trust.
Step 4: Easy Next Step (Lower the Barrier)
Finally, propose a next step that's smaller, easier, or less risky than what they were originally objecting to. This keeps the conversation moving without forcing a big decision.
Example (Budget Objection):
"Would it make sense to start with [smaller scope] at [lower price] and see how it goes? That way, you're not committing to the full investment until you've seen results."
Example (Timing Objection):
"How about this: let's schedule a 15-minute call for three weeks from now, when things calm down a bit. That way, we're not rushing, but we're also not starting from scratch when you're ready. Sound good?"
The easy next step removes pressure. It gives them a way to say yes without feeling like they're caving. And it keeps the door open instead of slamming it shut.
6 Common Objections (And How to Handle Them)
Let's apply the 4-step framework to the objections you'll hear most often on LinkedIn:
Objection 1: "This is too expensive."
Validate: "I totally understand—budget is always a real consideration."
Reframe: "One thing I'd point out is that the pricing reflects the speed and certainty of results. Most clients find that the ROI justifies it within [timeframe]. Does that resonate, or is the budget truly fixed?"
Evidence: "We had a client with a similar concern last quarter. They started with [smaller project] and saw [result] in six weeks, which gave them the internal buy-in to scale up."
Easy Next Step: "Would it make sense to start smaller—say, [reduced scope]—and expand once you see results? That way, you're not betting the whole budget upfront."
Objection 2: "Now's not a good time."
Validate: "Totally get it—timing is everything."
Reframe: "One question: is it that you're genuinely not ready, or is it that right now feels too chaotic to add something new? Because if it's the latter, we've found that starting slow actually reduces chaos long-term by getting systems in place early."
Evidence: "A lot of our best client relationships started during busy periods because that's when the pain was clearest. They started small, and by the time things calmed down, they were already seeing progress."
Easy Next Step: "How about we schedule a call for [date two weeks out] and revisit then? That way, you don't have to decide now, but we're not starting from scratch when you're ready."
Objection 3: "We're already working with someone else."
Validate: "That makes sense—if it's working, there's no reason to switch."
Reframe: "Out of curiosity, is there anything you wish your current provider did differently? Not trying to poach you—just genuinely curious if there are gaps we might be able to fill, either now or down the road."
Evidence: "A lot of our clients actually use us alongside their existing [provider/tool] because we specialize in [specific thing]. It's more of a complement than a replacement."
Easy Next Step: "No pressure to switch anything now, but would it be worth a quick 15-minute call just to compare notes? Might spark some ideas for how to get even more out of what you're currently doing."
Objection 4: "I'm not the decision-maker."
Validate: "Totally understand—buying decisions are rarely made by one person."
Reframe: "That said, I'm guessing you have influence over what gets considered. Would it be helpful if I put together a quick one-pager you could share internally? That way, if it makes sense, you have something to bring to [decision-maker] without doing a bunch of extra work."
Evidence: "We've worked with a lot of teams where the initial conversation happened with someone like you, and then we looped in leadership once there was internal excitement. Happy to make that process as easy as possible."
Easy Next Step: "Would it be worth a quick call so I can understand your internal process better? That way, I can tailor the follow-up to what actually gets traction in your org."
Objection 5: "I need to think about it."
Validate: "Of course—this is a real decision, and I'd never want you to rush it."
Reframe: "That said, 'I need to think about it' usually means there's something specific you're unsure about. Mind if I ask what's giving you pause? Might be something I can help clarify."
Evidence: "A lot of clients have that moment of hesitation right before pulling the trigger. Usually, it's about [common concern]. Once we talk through it, it clicks. Sound familiar?"
Easy Next Step: "How about this: take a few days, and then let's hop on a quick 10-minute call to talk through any lingering questions. That way, you're not deciding blind."
Objection 6: "I'm just not interested."
Validate: "Totally fair—not everything is for everyone."
Reframe: "Out of curiosity, is it that this isn't relevant to what you're working on, or is it more about timing/priorities? Just trying to understand so I don't bug you with stuff that doesn't make sense."
Evidence: (Skip this step if they're truly not interested. Don't try to force it.)
Easy Next Step: "No worries either way. If things change down the road, feel free to reach out. And if you know anyone who is dealing with [problem], I'd appreciate the intro!"
Notice that this last one respects the no. Not every objection can (or should) be overcome. Sometimes the best move is to exit gracefully and leave the door open for later. This mirrors the same respect for boundaries you'd show when learning ethical LinkedIn outreach practices.
What NOT to Do When Handling Objections
Here's how not to handle objections:
- Don't argue. "You're wrong—this is actually really affordable." → Instant credibility killer.
- Don't over-explain. Writing a 500-word defense of your pricing makes you sound desperate.
- Don't ignore the objection. Pretending they didn't say anything and just pushing forward feels tone-deaf.
- Don't get defensive. "Well, if you don't see the value, maybe this isn't for you." → Burned bridge.
- Don't pressure. "This offer expires Friday!" → Transparent manipulation.
The goal is to de-escalate, clarify, and move forward—not to win a debate.
Frequently Asked Questions
What if they don't respond after I handle the objection?
Give it a few days, then send one polite follow-up: "Hey [Name]—just wanted to check if you had any other questions or if now's just not the right time. Totally fine either way—just didn't want this to fall through the cracks!" If they still don't reply, let it go and move on. This is the same measured persistence that works in LinkedIn follow-up strategies.
How many times should I try to handle the same objection?
Once, maybe twice. If they keep repeating the same objection after you've addressed it, they're either not really interested or they're stalling. Either way, it's time to move on. Respect the signal.
Can I handle objections over voice notes instead of text?
Yes—if you've already built rapport and the objection requires nuance or empathy that text can't convey. Voice can humanize your response and make it feel less scripted. But if it's a cold relationship or a straightforward objection, text is safer. Learn more about this in our guide to using LinkedIn voice messages effectively.
Next step: Turn objections into opportunities — Try ANDI Free.
