How to handle objections in DMs (too expensive, I'll think about it…)

"It's too expensive", "I'll think about it", "I don't have time"… If you sell in DMs, you know the tune. Handling objections is THE skill that separates those who close from those who collect "maybes". Good news: objections in DMs are normal, predictable, and often a sign of interest. In this guide you get eight ready-to-copy responses, the method to respond to price objections without breaking your rate, and the mistakes that kill the sale.

Is an objection really a refusal?

No — and that's the first reflex to change. Someone who objects is still in the conversation. If they weren't interested, they'd already be gone. An objection is rarely a firm "no": it's a disguised question, a doubt to clear, or a request for reassurance. "It's too expensive" often means "convince me it's worth it". Treat the objection as an invitation to continue, not as a door closing. A real "no" isn't argued with: it's respected. Everything else is conversation work.

The golden rule: understand before counter-arguing

The classic mistake: firing off an argument the second the objection lands. Do the opposite. Ask a question first. "When you say too expensive, is it relative to your budget right now, or are you not yet sure it'll work for you?" These two objections have nothing in common and don't call for the same answer. A well-understood objection clears almost on its own; a misunderstood one, you fight blind. Need ready-made phrasing? Our DM script generator writes responses tailored to each objection.

"It's too expensive": responding to price objections

The queen of objections. Never lower your price on the spot — you'd destroy your credibility and your margin. Remember: price is only a problem when perceived value is fuzzy. Reframe around value and the cost of inaction. Three responses depending on the context:

• "I understand. Real question: how much does it cost you, today, not to fix this problem? Because that's the real price."
• "It's an investment, not an expense. My clients make it back because [concrete result]. The goal is for it to earn you more than it costs you."
• "Too expensive compared to what? If it's the budget right now, we can look at paying in installments. If it's a doubt about the result, let's talk about it."

"I'll think about it"

The trap: replying "ok, keep me posted" — and never hearing from them again. "I'll think about it" almost always hides a specific, unspoken obstacle. Dig in tactfully:

• "Totally, no need to rush the decision. Just to help you: is it more the budget, the timing, or a doubt about the method?"
• "Of course. What's the one point you want to be sure about before diving in?"

You turn a vague "I'll think about it" into a concrete objection you can actually handle.

"I don't have time"

Often it's not about time but about priority — or the fear that your offer is a time-sink. Answer by flipping the angle:

• "That's exactly why it's built for busy people: [your offer] SAVES you time because [benefit]. And we start light, a first step of 15 minutes."

Show that your offer frees up time instead of taking it.

"I need to talk to my partner / my spouse"

A legitimate objection, but sometimes a polite way out. Check that it's real and equip your prospect to defend the project:

• "Sounds good. What might make them hesitate, on their end? That way I'll give you what you need to talk it through."

If there's no real decision-maker behind it, the objection falls on its own.

"Does it really work?"

That's a request for proof, not a rejection. Don't promise: show. Client results, testimonials, a concrete framework, a guarantee if you have one:

• "Fair question. [Typical client] was in exactly your situation and got [result] in [timeframe]. I can show you if you want."

"Send me the info" (and the ghosting that follows)

A classic trap: you send a wall of text, the prospect vanishes. Keep control of the conversation:

• "Happy to — but so I send you what actually helps and not a novel, just tell me: what's your number-one goal right now?"

You stay in the exchange instead of getting filed away. And if the prospect goes quiet anyway, a well-placed follow-up without harassing gets the machine going again.

"I can do it myself" or "I can find it for free"

Common the moment your offer touches a skill. Never put down the free option — instead, highlight the shortcut you offer:

• "For sure, you can learn it all on your own. The real question is: in how long, and at what cost in mistakes? What you pay for here is going far faster, without taking the wrong path."

The mistakes that kill the sale

• Lowering your price at the first "too expensive" (you train your prospects to negotiate).
• Arguing before you've understood the real obstacle.
• Getting defensive or pushing hard — it drives people away.
• Letting an "I'll think about it" slip without digging.
• Sending a wall of text instead of asking one simple question.
• Answering the wrong point because you assumed the obstacle instead of asking for it.

Use cases by profession

• Coach: the price objection clears by quantifying the cost of staying stuck (lost revenue, wasted time).
• Service provider: "too expensive" reframes around the ROI of the service (leads, sales generated).
• Trainer: "I don't have time" is handled with the format (at your own pace, replays, short first module).
• E-commerce or product: "I'll think about it" clears with reassurance (reviews, guarantee, easy returns).
• B2B consultant: "I need to run it by the team" is handled by identifying the real decision-maker and giving them what they need to sell the project internally.

Should you respond to an objection immediately?

Yes on timing, no on content. Reply fast — a prospect left waiting cools down and talks themselves out of buying — but not hastily: ask your clarifying question first. Speed of reaction, not speed of conclusion. A few minutes' delay always beats a sloppy answer fired off in a panic.

How do you respond to a price objection without lowering your rate?

Systematically reframe around value and the cost of inaction rather than the amount. Possibly offer payment in installments (same price, lower perceived effort), but keep your rate. Lowering the price loses you margin AND credibility. To set a solid rate from the start, see setting the price of your offer.

What if the prospect stops replying after an objection?

Don't harass them. Let some time pass, then follow up once, with value or an open question — never a "so, did you think about it?". We detail the method in following up without harassing. Qualifying well upstream also reduces the number of objections you collect.

Handle objections at scale

Handling 5 objections a day is fine. Handling 50, at all hours, without ever losing patience or leaving a lead unanswered, is impossible by hand. Settyn responds to common objections in your DMs with your tone, in under 30 seconds, 24/7, on Instagram, WhatsApp, Messenger and Telegram. The AI understands the obstacle, reframes around value, qualifies, scores the lead and prepares the appointment — then hands you the reins in one click when it's time to close. The result: not a single objection left unanswered, even at 2 a.m., and you get your evenings back. Curious what it would earn you? Estimate it with our ROI calculator. Try it free for 7 days, no commitment, from €97/month.