Handling Client Objections in Real-Time: Scripts and Strategies That Close Deals

Introduction

You're on a discovery call. Everything's going well—the client likes your portfolio, they're nodding along, the energy is good. Then they say it:

"This sounds great, but I need to think about it."

Your stomach drops. You know what happens next: they disappear. The follow-up emails go unanswered. The deal dies in limbo.

Objections aren't rejections—they're requests for more information. The problem is, most freelancers don't know how to handle them in the moment. They freeze, backpedal, or worse, immediately slash their prices.

This guide will teach you how to handle the five most common client objections with confidence, scripts you can use word-for-word, and a framework that works for any objection you encounter.

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Why Objections Are Actually Good News

Here's a counterintuitive truth: objections mean interest.

A client who isn't interested doesn't object—they just say "thanks, I'll let you know" and vanish. When someone pushes back on price, timeline, or scope, they're actually engaged. They're trying to figure out if this can work.

Think of objections as buying signals in disguise:

• "Your price is too high" = "I want this, but I need to justify the cost"
• "I need to think about it" = "I'm not quite convinced yet"
• "Can you send me a proposal?" = "I want to compare you to others"

The freelancers who close deals are the ones who recognize these signals and address them directly—not the ones who avoid the conversation.

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The 5 Most Common Client Objections

After hundreds of sales conversations, these are the objections you'll hear 90% of the time:

1. "Your price is too high"

What they're really saying: "I don't see the value yet" or "I need help justifying this to myself/my team."

How to respond:

"I understand—let me make sure I'm proposing the right scope. Can you tell me more about what budget range you had in mind? That way I can see if there's a way to adjust the deliverables to match."

This does two things: it opens a dialogue instead of a standoff, and it reframes the conversation around scope rather than your worth.

If they give a number: Adjust scope, not your rate. Remove deliverables until the project fits their budget.

If they won't give a number: They may not be serious. Qualify harder.

2. "I need to think about it"

What they're really saying: "Something's holding me back, but I don't want to tell you."

How to respond:

"Totally fair. Can I ask—what specifically do you want to think through? Is it the scope, the timeline, or something else? I want to make sure I've given you everything you need."

This surfaces the real objection. Often it's something simple you can address immediately.

3. "Can you send me a proposal?"

What they're really saying: "I want to compare you to others" or "I'm not ready to commit."

How to respond:

"Absolutely. Before I put that together—let's make sure I've captured everything correctly. Can we spend 5 more minutes going through the scope together so the proposal is exactly right?"

Then walk through it live. By the time you're done, they've essentially already agreed to the proposal.

4. "I'm comparing a few options"

What they're really saying: "Convince me you're the best choice."

How to respond:

"That makes sense—you should explore your options. Out of curiosity, what are the main things you're comparing? Price, experience, something else? I want to make sure you have what you need to make a good decision."

This gives you intel on your competition and lets you differentiate.

5. "I don't have the budget right now"

What they're really saying: "Not now" (which might mean "not ever" or "maybe later").

How to respond:

"I appreciate you being upfront. When do you expect budget to open up? I'm happy to reconnect then—or if it helps, we could start with a smaller phase now and expand later."

This keeps the door open and offers a path forward.

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The LAER Framework for Any Objection

When you hear an objection you're not prepared for, use LAER:

1. Listen — Let them finish. Don't interrupt or get defensive.
2. Acknowledge — Show you heard them. "That's a fair concern."
3. Explore — Ask a question to understand the root issue. "Can you tell me more about that?"
4. Respond — Address the real concern, not the surface objection.

Example in action:

Client: "I'm worried about the timeline—we have a hard launch date."

You: "That's a fair concern. Can you tell me more about the launch date and what's driving it? I want to make sure we're aligned on what's realistic."

LAER buys you time to think and ensures you're solving the right problem.

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Why Real-Time Beats Email Every Time

Here's the fundamental problem with "I'll send you a proposal":

The moment you hang up, the client's enthusiasm starts to decay. By the time they receive your PDF two days later, they've talked to three other freelancers, gotten distracted by other priorities, and forgotten half of what made your conversation compelling.

Email objection-handling is a losing game:

• Tone gets misread
• Responses take days
• Back-and-forth kills momentum
• You can't read their reactions

Real-time objection-handling wins because:

• You can adjust instantly based on their response
• You maintain emotional momentum
• You can show, not just tell
• The deal closes while they're still engaged

This is exactly why tools like Manager List exist—to let you handle objections live on a shared screen, toggle services, adjust pricing, and get the signature before you hang up. No waiting, no chasing, no deals dying in email purgatory.

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When to Hold Firm vs. When to Flex

Not every objection deserves a concession. Here's how to know:

Hold Firm When:

• They're negotiating just to negotiate. Some clients push back on principle. If they haven't given you a real reason, hold your price.
• The scope is already lean. If you've scoped the minimum viable project, cutting more will hurt the outcome.
• Your rate is your rate. Discounting signals you were overcharging to begin with.

Flex When:

• The scope doesn't match their needs. Adjusting deliverables to fit budget is smart, not weak.
• It's a strategic client. A lower rate for a portfolio piece, referral source, or long-term relationship can be worth it.
• They're genuinely budget-constrained but serious. Phased approaches or smaller pilots can get your foot in the door.

The key: Flex on scope, not on your rate. Your hourly or project value should stay consistent.

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Conclusion

Objections aren't obstacles—they're opportunities. Every "your price is too high" is a chance to demonstrate value. Every "I need to think about it" is an invitation to dig deeper and solve the real problem.

The freelancers who close more deals aren't the ones with the lowest prices or the fanciest portfolios. They're the ones who stay calm under pressure, ask the right questions, and address concerns in real-time before they fester into deal-killers.

Remember:

• Objections = interest. Treat them as buying signals.
• Use LAER. Listen, Acknowledge, Explore, Respond.
• Handle it live. Real-time conversations beat email ping-pong every time.
• Flex on scope, not rate. Protect your value while meeting their needs.

The next time a client says "I need to think about it," don't panic. Lean in, ask what's really going on, and close the deal while you're still on the call.

Frequently Asked Questions

What should I do if a client objects to my price?

Don't immediately lower your rate. Instead, ask what budget they had in mind and explore adjusting the scope to fit. This protects your value while showing flexibility. The objection is usually about perceived value, not the actual number.

How do I handle "I need to think about it" without being pushy?

Ask a clarifying question: "What specifically would you like to think through?" This surfaces the real concern—whether it's price, scope, timeline, or something else—so you can address it directly. Most clients appreciate the directness.

Should I always send a proposal after a discovery call?

If possible, walk through the proposal live during the call instead of sending it later. This keeps momentum high and lets you handle objections in real-time. Tools like Manager List let you present and adjust proposals on a shared screen during the call.

What is the LAER framework for handling objections?

LAER stands for Listen, Acknowledge, Explore, and Respond. It's a simple framework for handling any objection: let them finish, show you heard them, ask questions to understand the root issue, then address the real concern.

When should I lower my price for a client?

Avoid lowering your rate—instead, reduce scope to fit their budget. Only consider discounts for strategic opportunities like portfolio pieces, referral sources, or long-term relationships. Discounting without reason signals you were overpriced initially.