About three focused hours. Read the lesson, do the drills out loud, print the worksheet, complete it, and turn it in to your manager. When you're done for the day, click Mark this day complete at the bottom.
Watch the Day 9 video in our Rippling LMS before you work through the lesson below. You'll be prompted to sign in with your Rippling account. The video opens in a new tab.
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Goal: stay calm and win the conversation when you hear no — because objections are buying signals, not rejections.
Every objection gets the same four-beat treatment. Never argue, never get defensive — stay human and curious.
Acknowledge: “Totally fair.” / “I hear that a lot.” Lower the temperature.
Relate / Ask: ask a question to understand the real concern. Most first objections are a smokescreen for a deeper one (usually fear, budget, or trust).
Answer: address the real concern with value and proof — briefly.
Advance: move to the next step. Always end pointed forward, never hanging.
Optional add-on that works great with A.R.A.A. is Feel → Felt → Found: “I understand how you feel; other owners felt the same; here’s what they found…” Remember Dohrn’s point: objections are normal and expected — the calm, prepared rep wins.
Read every one of these out loud. These are the objections you will hear. Study the flip, then make it your own.
| You’ll hear… | How to flip it |
|---|---|
| “It’s too expensive / $1,500 a month is a lot.” | Reframe to value and math: that’s about $50 a day for an entire marketing department. What is one new customer worth to you over a year? Usually one or two new customers covers the whole investment — everything after that is profit. |
| “I don’t have the budget.” | Most owners we work with didn’t have a line item for this until they saw what it returns. If I could show you how it pays for itself with just a couple of new customers a month, would it be worth 20 minutes to look? |
| “My budget is already set for the year.” | Totally fair. Two options: we map a start date that fits your next budget cycle so you’re ready to go, or we start lean now. Quick question — where are those dollars going today, and how is that performing? |
| “Print is dead.” | For untargeted print, I’d agree. Ours is different — trusted, family-targeted, and it sits in homes for weeks. But here’s the bigger point: MediaFlex isn’t print. Print is one optional piece. The system is the audience, the data, and the follow-up working together. |
| “I’m moving everything to social media.” | Smart to be where your audience is — and we do social too. The risk is you’re renting that audience on a platform you don’t control. We help you own it: identify who engages and follow up automatically. Let’s do both, not one. |
| “I’m not seeing ROI from advertising.” | That almost always means the wrong message to the wrong people with no follow-up. That’s exactly what our closed-loop system fixes — |
| You’ll hear… | How to flip it |
|---|---|
| we identify who responds and follow up for you, then report what came back. Let me show you the difference. | |
| “I need to think about it.” | Of course. So I can be helpful — what specifically do you want to think through: the fit, the investment, or the timing? Let’s talk it through now so you have everything you need. |
| “I need to talk to my partner / spouse / board.” | Makes sense — this should be a shared decision. Let’s set 20 minutes with all of you so I can answer their questions directly. What does this week look like? |
| “Just send me some information.” | Happy to — and so I send the right thing instead of a generic packet, can I ask you two quick questions? … Great. Let’s also hold 15 minutes after you’ve looked so I can answer questions — Thursday or Friday? |
| “I’m happy with my current provider.” | Love hearing that they take care of you. Many of our best clients kept their provider and added the things they don’t do — owning the audience, identifying visitors, and automating follow-up. Worth a quick look side by side? |
| “Call me back next quarter.” | I’ll do that. So I’m relevant when I call, what will be different next quarter? Let’s pencil a specific date and I’ll come back with something built for that moment. |
| “We tried advertising before and it didn’t work.” | I hear that a lot, and I’m sorry it happened. What did you try? … The reason it usually fails is it’s a one-off ad with no system behind it. We don’t sell ads — we run a system and we track it, so you see what works. |
| “I don’t have time for marketing.” | That’s exactly who MediaFlex is built for. It’s done-for-you — you hand it to us, we run it, you approve. Not having time is the reason to do this, not the reason to skip it. |
| “Can you guarantee results?” | No honest marketer guarantees a specific outcome — anyone who does is lying. What I guarantee is the system, full transparency, and reporting from day one. Let me show you results from similar businesses so you can judge for yourself. |
| “The 90-day commitment is too long.” | Marketing needs runway to compound — 90 days is the minimum to see it actually work. A shorter window would set you up to fail and waste your money. The term is there to protect your investment, not trap you. |
| “Can I just do month-to-month?” | I understand wanting flexibility. The honest answer is the system needs about 90 days to show its real return — month-to-month judges it before it’s had a chance. Let’s commit to the runway that gives you a fair result. |
| “Can you do it cheaper / give me a discount?” | I’d rather protect your results than cut corners. The price reflects the full system and the team running it. If budget is the issue, let’s pick the starting mix that gives you the most impact — not a watered-down version. |
| “I only want one product, not the package.” | Tell me which one matters most — that’s your anchor. Here’s the thing: that piece works far harder when it’s connected to the audience, the data, and the follow-up. The package is why it works, |
| You’ll hear… | How to flip it |
|---|---|
| and it’s the same flat price. | |
| “Let me check with my marketing person.” | Perfect — they’ll get this fastest. Let’s all hop on a quick call so I can give them the detail they’ll want. When are they free? |
| “I don’t think my customers are your audience.” | Fair — let’s check. Here’s exactly who we reach in your market… If it’s genuinely not a fit, I’ll tell you and we won’t waste your money. But I think you’ll be surprised. |
| “I’m too small for this.” | MediaFlex was built for local businesses exactly your size — that’s the whole point. It gives you enterprise-level tools without the enterprise price tag or complexity. |
| “Things are slow right now / the economy is bad.” | When it’s slow is exactly when marketing matters most. Your competitors pull back, so your dollar goes further and you capture the demand that’s still out there. The businesses that lean in during slow times win the recovery. |
| “I get all my business from word of mouth.” | That’s a great foundation — and it’s fragile if it’s your only channel. We amplify referrals with reviews and follow-up, and add a second engine so you’re not depending on luck month to month. |
| “I’ll just do it myself.” | You could. The real question is whether your time is better spent running your business or managing ad accounts, software, and follow-up. We’re the team that does all of it so you don’t have to. |
| “I need to see results before I commit more.” | Totally reasonable — which is why we report transparently from day one and start with a focused, high-impact mix. You’ll see exactly what’s working before we ever talk about doing more. |
| “Who else do you work with? Send references.” | Happy to. Here are businesses like yours and where you’ve seen our work — including our As-Seen-On placements. Let’s look together and I’ll point out the ones closest to your situation. |
| “I’m not the decision maker.” | Thanks for telling me — who is? Could you introduce us? I’ll make you look good for bringing a smart idea to the table. |
| “Email me and I’ll get back to you.” (ghost risk) | Will do — and so this doesn’t get lost, let’s lock 15 minutes now while we’re both looking at our calendars. I’ll send the invite before we hang up. Does Thursday at 10 work? |
A script you can’t say naturally is useless. Rewrite the flips for your three hardest objections in your own voice, then role-play them out loud until they’re reflexes. The goal isn’t to memorize — it’s to stay calm, ask the next question, and always advance.
Print the worksheet, fill it out (by hand or in your PDF viewer), and turn it in to your manager. Then mark this day complete below.