Handling Objections
Setter training — proven responses to the objections you'll hear most.
Common Objections and Responses
Setter Training — Objection Handling
"We already have someone handling our website"
"That's great, I'm not here to replace anyone. I just want to show you what we built — it takes 15 minutes and worst case you have something to benchmark against. When's a good time?"
"We're not interested"
"Totally fair. Quick question though — is that because you genuinely love your current website, or because rebuilding it just hasn't been a priority?"
If they say it hasn't been a priority:
"Yeah that makes sense, most owners are focused on running the business, not staring at homepage buttons all day. But the site is usually the first impression — if it looks outdated, slow, or weak on mobile, people judge fast and they leave. Give me 15 minutes and I'll show you what I mean. Worst case you leave with some ideas."
"Our website is fine"
"Totally — fine usually means it's not broken enough to fix, but not good enough to actually help the business grow. A website shouldn't just sit there looking polite. It should build trust, convert visitors, and make the business look as strong online as it is in real life. If I showed you a cleaner, higher-converting version of what your business could look like online, would that be worth 15 minutes?"
"How much does it cost?"
"Honestly that depends on what you need — some sites are simpler, some are more complex. What I will say is we have financing available that lets you spread it out over 6 or 12 months instead of paying the whole thing upfront. So it doesn't have to be a big hit at once. Either way the call is free, and we built the site already so you can see it before we even talk numbers. If you like it, we discuss. If not, no pressure."
"Send me an email"
"Honestly I've had bad luck doing that in the past — people have taken our work without going forward and I've learned to protect what we build. What I can do instead is book you for a quick call with our web developer. It's only 15 minutes, you get to see the site live on a screen share, ask any questions, and decide from there. That way you're actually seeing it properly rather than just getting a link in an inbox. What works better for you, tomorrow morning or afternoon?"
"We get all our work through referrals"
"Referrals are gold, I get it. But here's what happens — someone gets referred to you, the first thing they do is Google you. If the site doesn't match what they were told about you, you lose them before you even get a chance to talk. On top of that, a site built with proper SEO doesn't just back up your referrals, it works hard on its own bringing in people who are already searching for exactly what you do. So you're not just converting the referrals better, you're getting leads you never would have gotten otherwise. It's worth 15 minutes to see what that could look like for your business."
"We're too busy right now"
"That's actually a good sign — means the business is moving. But here's the thing, a stronger website works while you're busy. It's bringing people in while you're on the job. I only need 15 minutes, I can work around your schedule. What's better, morning or afternoon?"
"I need to talk to my partner/manager first"
"Totally makes sense, big decisions like that are worth running by someone. Can I ask — if it was just up to you, is this something you'd want to look at? If yes, let's just get the call on the calendar and you can loop them in. That way you're both looking at the same thing instead of trying to describe it."
"We tried something like this before and it didn't work"
"That's fair, and I'm not going to tell you every agency is the same because they're not. What happened before? Was it the design, the traffic, or something else?"
Let them answer, then:
"That's exactly the kind of thing we focus on. We're not just making it look better — the SEO is built in from day one so people actually find it, and the site is built to convert once they land. I'd rather show you than tell you. 15 minutes and you can see for yourself."
"I don't have time to talk right now"
"Not a problem at all — when's a better time? I can call back today or tomorrow, whatever works for you. Takes less than a minute to find a spot."
"Is this a scam?"
"Fair question — you don't know me. My name is [Name], I work with LeadGen, we're a web design agency and I'm literally on your website right now. I'm not asking for anything on this call, just 15 minutes to show you what we built. You can check us out at theleadgenguys.com before we talk if you want."
"We just redesigned our website"
"Nice, so you already know the value of a good site. How long ago was that? The reason I ask is we focus heavily on SEO structure from day one — a lot of redesigns look great but aren't built for Google. Even just a quick look might give you some ideas. Worth 15 minutes?"