Objection handling

Price / budget

“It’s too expensive / I can’t afford that.”

Acknowledge, then reframe to value per customer: “What’s one new customer worth to you over a year?” Most local businesses need one or two new customers a month to make a service the best money they spend. Then offer the lower-risk entry (free report → $99 Local Presence → Essentials tier).

“I need to think about it / talk to my partner.”

“Totally — this is a real decision. Can I start you with the free report so you have real data in front of you while you decide?” Never leave empty-handed; leave them the magnet.

“Money’s tight right now.”

Point to the ladder: “That’s exactly why we built the $99 entry with a 14-day free trial — you can see it work before you spend on the bigger program.”

Trust / skepticism

“I’ve been burned by a marketing agency before.”

The most common Durango objection — validate it hard. “You’re not alone — a lot of agencies overpromise and hide the work. That’s why everything we do comes with a monthly report showing exactly what we did and where you rank. And we’re local — I’m not calling you from a call center.”

“How do I know this will work?”

Lead with proof: the free report is real data about their business; point to a local reference; note the low-risk entry. “You don’t have to believe me — start with the free report and the trial.”

“You’re not local / do you even know Durango?”

Lean into the local positioning: Animas is a Durango agency, active in the Chamber, Rotary, LPEDA, SBDC. “We know these directories and this market. This isn’t a national mill.”

Time / effort

“I don’t have time for this.”

“That’s the whole point — these are done-for-you. You don’t run the SEO, write the emails, or post the social. We do. You get a report.”

“I’ll never use the software.”

For managed services: “you don’t have to — we run it.” For self-service: “we set it up for you and the automations run themselves; you’re not starting from an empty box.”

DIY / already have it

“I already do my own SEO / social / email.”

Respect it: “Great — you already believe in it. The question is whether it’s getting the consistent, weekly attention it needs, or whether it’s the thing that slips when you get busy. That’s what we take off your plate.”

“I already use [competitor tool].”

Never trash the tool. “That’s a fine tool. The difference here is everything’s connected — your SEO, reviews, SMS, and CRM are one system, one bill — and it’s done for you, not another login to manage.”

“My nephew / web guy handles that.”

“Perfect person to have in your corner. We work alongside folks like that all the time — and we bring the tools and the weekly grind they usually can’t sustain. One team, one report.”

Timing / commitment

“Now’s not a good time / call me in a few months.”

“Understood — can I send you the free report now so it’s ready when you are? No commitment, and it’ll show you exactly where you stand.” Then log the follow-up in the CRM.

“I don’t want to be locked into a contract.”

“You’re not — everything runs month-to-month with 30 days’ notice. The annual option is only if you want the 17% discount. Start month-to-month; commit when you see results.”

SaaS-specific (SMS / texting)

“Isn’t texting customers illegal / spammy?”

“Only done wrong. We handle consent, opt-outs, and the A2P carrier registration so every message is compliant. That’s the entire reason to use a platform instead of your personal phone.”

Ads-specific

“Google/Facebook ads are a money pit.”

“When they’re set up once and left alone, yes. We tune them continuously and optimize for actual leads, not clicks — and we separate our fee from your ad spend so you always know where the money goes.”

The graceful exit (always available)