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21d β’ Business & Strategy π§
The Objection I Hear Most (And How I Overcome It) π₯
Almost lost an $1,800 deal to this one question. Client was ready to sign. Then asked:
"But can't I just hire someone on Upwork for $15/hour to do this manually?"
My stomach dropped. He was right. He could.
THE OBJECTION:
Cheap labor exists. Virtual assistants. Upwork. Fiverr. Why pay $1,800 for automation when $15/hour person costs $600/month?
Valid question. Deserves real answer.
MY FIRST RESPONSE (WRONG):
"Well, automation is better because..."
Defensive. Made me sound desperate. Not convincing.
THE REFRAME THAT SAVES DEALS:
"You absolutely could. Let's talk through both options."
HIRING APPROACH:
- $15/hour Γ 10 hours monthly = $150
- Sounds cheap
- But: Training time, management overhead, sick days, turnover
- Real cost: $200-250/month
- Plus: You're still managing someone
AUTOMATION APPROACH:
- $1,800 setup (one-time)
- $200/month maintenance
- Works 24/7, no management
- Never sick, never quits
- Scales without hiring
THE CALCULATION:
Month 1-8: Hiring cheaper ($200 vs $1,800 + $200)
Month 9+: Automation cheaper (paid off setup)
Year 2: Automation saves $2,400 annually
But here's the real difference...
THE RELIABILITY ARGUMENT:
"Automation processes your 80 invoices monthly with 99% accuracy. Every time. At 2 AM if needed. No vacation days. No training new people when they quit.
How much is that reliability worth?"
CLIENT RESPONSES:
"I didn't think about turnover..."
"Managing people is exhausting..."
"Actually had 3 VAs quit this year..."
THE CLOSE:
"If this was just about saving money, hire the $15/hour person. But if it's about reliability, scalability, and your sanity - automation wins."
He signed that afternoon.
MY CURRENT OBJECTION FRAMEWORK:
1. Acknowledge their point (they're not wrong)
2. Add hidden costs they missed
3. Emphasize reliability and scale
4. Let them choose based on full picture
Works on: "Can't I use free tools?" "Can't I do it myself?" "Can't internal team handle it?"
WHEN TO WALK AWAY:
If they're purely price shopping, you're not the fit. Let them try cheap option. They'll be back in 3 months when it fails.
Don't chase every deal. Chase right deals.
CURRENT STATUS:
That $1,800 client? Still active 9 months later. Referred 2 more clients. Total value: $5,400.
The reframe works because it's honest. Both options exist. One is cheaper short-term. Other is better long-term.
What objection do you struggle with most?
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The Objection I Hear Most (And How I Overcome It) π₯
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