Ever had a dream client say “I just need to think about it”… and then disappear into thin air? You’re not alone and you’re definitely not powerless.
In this episode, I’m showing you exactly how to handle objections like a pro so you can stop getting ghosted and start closing sales with confidence (and zero awkward vibes).
What You’ll Learn:
- The 3 objection buckets that are blocking your sales
- What “I need to think about it” really means and how to respond
- My go-to reframe questions that flip “maybe” into “yes”
- How to handle objections without feeling pushy, weird, or salesy
- What to say when they say “it’s not the right time” or “I can’t afford it”
- The one simple automation that pre-sells your offer BEFORE the call
3 Objection Buckets Every Creative Should Know
Today we’re talking about something that every creative deals with, no matter how long you’ve been in business…
Client objections.
You’re on a call. You’re vibing. They’re nodding along. And then they drop the line:
“I just need to think about it.”
That one little sentence can crush your confidence—especially if you don’t know what to do with it.
But here’s the truth: objections don’t mean “no.”
They mean “I need more clarity.”
And when you know how to handle objections like a pro, you stop getting ghosted—and start signing clients who are all in.
In this episode, I’m breaking down the 3 Objection Buckets you need to know:
- Trust
- Time
- Value
And I’ll walk you through how to recognize them, reframe them, and respond with confidence—without being pushy or weird.
1. The Trust Bucket
The idea:
This is when the client isn’t sure if they trust you yet.
They’re not trying to offend you—they’re just trying to protect themselves.
What it sounds like:
- “Have you worked with someone like me before?”
- “I’ve tried something similar and it didn’t work.”
- “How do I know this will actually work for me?”
What they’re really thinking:
“I want this to work, but I’m scared it won’t. I don’t want to waste my time or money again.”
✨ Reframe Questions:
- “What would help you feel confident moving forward?”
- “Has something like this not worked before? Can I ask what happened?”
- “What would success look like for you if we did work together?”
🎯 Fixes + How to Talk About It:
- Share specific success stories before they even get on the call.
- Normalize hesitation: “A lot of my clients were skeptical at first too.”
- Show proof, not promises—case studies, screenshots, real numbers.
- If you’ve helped people just like them, say it. And say it clearly.
🧠 Sales Process / Prevention:
- Pre-call nurture: testimonials, client stories, FAQs
- On the call:
“You’re not the only one who’s felt that way. In fact, here’s a story from a client who was in the exact same spot you’re in…”
2. The Time Bucket
The idea:
They say they’re too busy, or it’s not the right time. But often, that’s not the real issue—it’s fear. Fear of failing. Fear of starting something they might not finish.
What it sounds like:
- “I want to, but I’m just swamped right now.”
- “Can we circle back next month?”
- “I need to finish [insert big thing] first.”
What they’re really thinking:
“I don’t know if I have the capacity for this. I’m already overwhelmed. What if this is just more on my plate?”
✨ Reframe Questions:
- “Can I ask—what happens if nothing changes over the next 90 days?”
- “Is this really about time… or is something else going on?”
- “If this could actually save you time, would that shift things for you?”
🎯 Fixes + How to Talk About It:
- Paint the cost of waiting—what’s the missed revenue, energy, or freedom?
- Remind them that messy action is better than waiting for perfect timing.
- Share client stories where people got started in chaos—and came out winning.
- Reinforce: this isn’t about “adding to your plate,” it’s about reclaiming it.
🧠 Sales Process / Prevention:
- Use urgency in your offer (limited spots, time-sensitive bonuses).
- Ask on the call:
“When will the timing be perfect? And how can we make this fit your current life instead of waiting for the perfect window?”
3. The Value Bucket
The idea:
This is the money objection.
They’re asking, “Is this really worth it?”
But spoiler: it’s usually not about price—it’s about belief.
What it sounds like:
- “That’s more than I was expecting.”
- “I can’t afford it right now.”
- “I’m not sure I’ll get a return.”
What they’re really thinking:
“I don’t know if I believe this will work for me. And if it doesn’t… that’s a lot of money gone.”
✨ Reframe Questions:
- “If this helped you book 3 new clients, would that feel worth it?”
- “What’s the cost of staying where you are?”
- “What kind of results are you hoping for—and what would that be worth to you?”
🎯 Fixes + How to Talk About It:
- Anchor into the result, not the deliverables: “This helps you [X outcome]”
- Paint the ROI: “Our clients typically make back their investment within X weeks/months.”
- Show what not investing is costing them (time, stress, missed revenue)
- Hold your frame: if they’re not ready to value the offer, they’re not ready for the result.
🧠 Sales Process / Prevention:
- Pre-qualify leads by asking: “What are you looking to change in the next 90 days?”
- On the call, say:
“This isn’t just a cost—it’s a tool to help you [insert dream result]. The real question is: are you ready to get that result now?”
Quick Recap: Handling Client Objections with Confidence
When someone says no, it’s usually about one of these three things:
- Trust — “I don’t know if I believe you can help me.”
- Time — “I’m not sure this is the right moment.”
- Value — “I’m not sure this is worth the investment.”
And now? You’ve got tools, reframe questions, and process tweaks to handle all of it like a confident, heart-led sales queen.
Objections aren’t rejection.
They’re a chance to go deeper and guide someone to clarity.
And when you show up with empathy, belief, and a solid strategy—you don’t just sell better. You serve better.
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