Handling objections is a critical part of any sales process. When pitching social media services, agencies often encounter common pushbacks from clients who are either skeptical about its value, concerned about the investment, or unclear on the ROI.
This guide provides you with a list of typical objections and recommended responses, so you’re prepared to handle any concerns confidently and effectively.
1. Objection: “We’ve tried social media before, and it didn’t work for us.”
- Response:
“I understand how frustrating that can be. Often, social media campaigns fail because they aren’t aligned with a strategic plan or the right metrics aren’t being tracked. Our approach focuses on building a strategy around your unique business goals and using data to guide decisions, so every post has a purpose. Let’s discuss what didn’t work before and identify how we can change that moving forward.”
2. Objection: “Our audience isn’t active on social media.”
- Response:
“It’s a common misconception that social media is only for younger audiences or certain industries, but even highly specialized B2B companies find success on platforms like LinkedIn. Social media is more about where your potential customers go for information and how you can build a presence where they’re already spending time. I’d love to show you some examples of similar businesses that are thriving through social media.”
3. Objection: “Social media doesn’t generate ROI for us.”
- Response:
“The ROI of social media can sometimes be difficult to see without the right tracking in place. That’s why we set clear KPIs at the beginning and tie them back to your business goals, whether it’s lead generation, brand awareness, or customer retention. With our monthly reporting, you’ll be able to see exactly how social media is contributing to your bottom line.”
4. Objection: “We don’t have the budget for social media right now.”
- Response:
“I understand, but keep in mind that social media can often be more cost-effective than traditional marketing channels. It’s about using the budget you have to build long-term brand value. We can start with a smaller package to get things moving and scale up as you start seeing results.”
5. Objection: “I’m worried about the time commitment.”
- Response:
“Social media can be time-consuming if you’re doing it alone. That’s why we take care of the entire process—from content planning and creation to scheduling and performance monitoring—so you can stay focused on other areas of your business. We’ll keep you in the loop with regular updates, but our goal is to handle the heavy lifting for you.”
6. Objection: “Our industry is too niche for social media.”
- Response:
“Actually, niche industries often see higher engagement rates because they’re speaking to a very targeted audience. Social media can be a great tool for establishing your brand as an industry leader and building a community around specialized topics. Let’s brainstorm a few content ideas that would resonate with your unique audience.”
7. Objection: “I don’t see how social media fits into our larger marketing strategy.”
- Response:
“Social media is an extension of your existing marketing strategy. It’s where you build relationships, share your brand story, and interact with your audience in real time. The key is to integrate it seamlessly with your other efforts so it amplifies your reach and supports your overall goals. I’d love to explore ways to make social media work hand-in-hand with your current strategy.”
8. Objection: “I’m concerned about negative comments and feedback.”
- Response:
“I understand, and it’s something many business owners worry about. The truth is, having a plan for managing negative feedback is just as important as the content itself. We have a framework in place for handling these situations professionally and turning them into positive interactions. Social media is a chance to show how responsive and attentive your brand is to its customers.”