Ah, objections. The moment a potential client crosses their arms, raises an eyebrow, and says, “But why should I?”  Here’s a little secret: objections aren’t obstacles—they’re golden opportunities.  Think of objections like plot twists in a blockbuster movie. Without them, the hero (that’s you) wouldn’t get to showcase their skills, deliver a mic-drop moment, and walk off into the sunset with a new client.

Key Takeaways:

• Objections as Opportunities: Every objection is a chance to educate your client and refine your strategy. Think of them as plot twists that let you showcase your expertise and win trust.
• Quality Over Price: Higher-priced digital products often deliver better targeting, premium placements, and more reliable conversion tracking. You get what you pay for, and cutting costs can sometimes mean sacrificing results.
• Differentiation Through Innovation: While everyone may be selling digital ads, a diverse product offering (TikTok, Social Mirror, OTT, and more) coupled with strategic tracking and optimization sets you apart.
• Investment and Optimization: Digital advertising requires time and a sufficient budget to allow algorithms to learn and optimize. Short-term, minimal investments often lead to subpar results.
• Beyond Clicks: Success isn’t measured solely by clicks. Metrics like view-throughs, conversions, and on-site visits provide a fuller picture of your campaign’s impact.
• Transparency and Targeting: Even when ads are purchased programmatically, you can still ensure brand safety and transparency by using tools like DoubleVerify and providing detailed post-campaign reports.

 

The key to overcoming client objections is to arm yourself with knowledge and inform them about digital success.  So, let’s tackle some of the most common digital advertising objections and turn them into deal-closing conversations.

1. “I already use online ads, why do I need Digital Out-Of-Home too?”

Let’s flip the script: If your online ads are doing great, imagine how much better your results could be if you also reached customers when they’re offline! Digital Out-Of-Home (DOOH) complements your online ads by reinforcing your message in the real world—while they’re shopping, commuting, or working out. The best advertising works seamlessly across channels, and DOOH  ensures your brand stays top-of-mind, everywhere.

2. “Your digital products are more expensive than your competitors.”

Are we comparing apples to apples? Because in digital, you get what you pay for. Some cheaper digital products run on low-quality sites or lack real targeting. We ensure premium placements, brand safety, fraud-free impressions, and in-depth reporting that actually tracks conversions. If a client wants to go the bargain route, let them. Then check back in a month or two when they realize cheap digital gets cheap results.

3. “Everyone is selling digital. How are you different?”

We’re not just running Facebook ads and calling it a day. We offer TikTok, Social Mirror, Amazon ads, Visit Tracking, Custom Audience Matching, and even OTT with QR codes.  Plus, we don’t just sell digital; we strategize, track, optimize, and consult. The digital ad world moves fast, and we stay ahead so you don’t have to.

4. “I don’t want to advertise on TikTok. What if it gets shut down?”

Sure, TikTok has had its fair share of headlines, but its user base has never been bigger. If the platform ever pauses, we can pivot your campaign instantly to other social platforms with similar engagement levels. But for now? If you want to reach Millennials, Gen X, and Gen Z—TikTok is where they are. In fact, a third, (33%) of all US adults use TikTok on a daily basis.

5. “I want to try this for a month, and I don’t want to spend your minimum.”

A one-month test is like trying to get fit with a single trip to the gym. Digital advertising needs time to optimize. Campaign algorithms learn as they go, refining who sees your ad based on who’s engaging. Short campaigns often mean wasted budget. We set our minimums because we know what it takes to see real results, so it really is advantageous to your business.

6. “I tried digital before, and it didn’t work.”

Let’s dig deeper. What type of digital advertising did you try? How was it targeted? What was the budget? What were your expectations? Digital works—otherwise, brands wouldn’t keep spending billions on it. If it didn’t work before, odds are the strategy wasn’t right. This is where many digital providers fall down, lackluster targeting and not aligning the right product to yield results. Let’s craft a better one.

7. “I need to know exactly what websites my ad will appear on.”

We get it—transparency matters. Since we buy ads programmatically across ad exchanges in real-time, we can’t predict exact placements beforehand, but we can show you a full list of websites and apps afterward. Plus, we can exclude any sites you don’t like. Want to ensure brand safety? We use DoubleVerify to block low-quality inventory and keep your brand in premium spaces. So rest assured, your ads are in the right place and targeting to the right person.

8. “Digital reports show low click rates.”

Clicks aren’t the only (or even the best) metric. We also track View-Throughs (who saw the ad and visited your site later), Conversions (who took action), and even On-Site Visits for brick-and-mortar businesses. People notice digital ads—even if they don’t click. Eye-tracking studies prove it!

9. “I can buy Google display ads myself.”

Sure, you can. But Google Display is just one network. We offer a much broader reach across Display, Native, Video, OTT, Social Mirror, and beyond. Plus, we handle the targeting, tracking, and optimization—so you don’t have to.

10. “I’m selling B2B—digital ads won’t work.”

Actually, 60% of B2B buyers finalize purchases based on digital content. We have hyper-targeted B2B audience segments that go beyond what’s possible with trade publications with products like Social Mirror and Video. Plus, LinkedIn ads let you zero in on key decision-makers in any industry.

11. “I don’t want to advertise in mobile gaming apps.”

Mobile gaming ads get results because “gaming” has gone main-stream.  In fact, 55% of females in the U.S.—with a whopping 70% being moms—are avid mobile gamers, and 73% of female mobile gamers fall into the 35 to 44 age bracket. Plus, studies show users are twice as likely to pay attention to in-game display ads compared to standard online ads. Still not convinced? While we can’t just flip a switch to exclude gaming apps entirely across all our products (Native, Display, Video, and Social Mirror), we do offer options. For those who want a more tailored approach, Mobile Conquesting lets you block the “Video & Computer Game” category of publishers—though we always recommend running a forecast first to ensure it’s the right move for your campaign.

Final Thoughts

Objections aren’t roadblocks—they’re invitations to educate, engage, and win trust. So the next time you hear, “But why should I?” lean in with confidence. Because every objection is just an opportunity in disguise.

Happy Selling!