When Clients Don’t See the Value: How to Navigate Common Objections in Strategic Communication and Business Development
In business development, especially when selling strategic services like communication or process optimisation, not every client immediately sees the potential impact. Some are sceptical. Others are simply unaware of what’s possible. Here are five common objections clients raise—originally framed around process management but relevant for anyone offering structured solutions that require long-term thinking and behavioural change. Ana Pataki MSc, founder of Empowera Consulting Objection 1: “That’s not a priority for us. ”This means that the client views your service as a nice-to-have, rather than an essential. What it often reflects: a misunderstanding of what you’re offering. How to respond: Clarify the value in practical terms. Frame your service as a tool to solve real business problems, not just a branding or structural exercise. For example, strategic communication is not about “posting more online” but about aligning internal efforts with external impact, improving eff...
