Sales Guide: Handling the “Let Me Talk to My Spouse” Objection for Christmas Light Contractors

In the holiday lighting business, the phrase “Let me talk to my husband/wife” is a common roadblock. But with the right strategies, you can navigate this objection and close more sales. This guide walks you through actionable steps to address hesitation and turn potential losses into wins.

Step 1: Understand the Objection

Before responding, recognize why clients might say this:

• Price Concerns: They need to justify the cost to their spouse.
• Decision Dynamics: Many families make financial decisions together.
• Polite Rejection: It’s easier than saying no directly.

Knowing the root cause allows you to tailor your approach.

Step 2: Address the Objection During the Initial Contact

Proactively involve both decision-makers at the start of the conversation:

• Script: “Holiday lighting is a big decision, and I’d love to make sure both of you are comfortable. When can I schedule a time to meet with you and your spouse?”

By positioning this as a team decision early, you prevent objections later.

Step 3: Respond With Empathy

When faced with the objection, show understanding to build trust:

• Script: “I completely understand. If I were making a big decision like this, I’d want to consult my spouse too. How about I follow up tomorrow to see what you both think?”

Empathy reassures clients that you respect their process, keeping the door open.

Step 4: Clarify the Underlying Concern

Dig deeper to uncover hidden objections like pricing or trust:

• Script: “What specifically would you like to discuss with your spouse? I’d be happy to answer any questions they may have.”

This approach often surfaces concerns you can address on the spot, like budget or service details.

Step 5: Use Humor to Break the Ice

A little humor can turn a potentially awkward situation into a positive interaction:

• Script: “That’s a great idea! Let’s give them a quick call now — I’d love to answer any questions directly.”

Humor can disarm hesitation and make the conversation memorable.

Step 6: Follow Up Effectively

Don’t let the objection end the conversation. Schedule a specific follow-up time:

• Script: “I’ll follow up after you’ve had time to talk. Does Friday morning or afternoon work better for a quick chat?”

Persistence and timely follow-up ensure you stay top-of-mind as they make their decision.

Step 7: Offer Solutions for Easier Decision-Making

Help clients make decisions with their spouse by providing clear, helpful information:

• Visual Proposals: Include images or mock-ups to illustrate what their home will look like.
• Flexible Options: Present multiple pricing tiers to fit different budgets.
• References: Share testimonials or examples of similar projects to build confidence.

These tools help clients feel more prepared to discuss with their spouse.

What to Avoid

• Assuming It’s Over: Don’t take the objection as a no; it’s often just hesitation.
• High-Pressure Tactics: Avoid being pushy, which can turn clients away.
• Ignoring the Concern: Always address the underlying issue, whether it’s price, trust, or details about the service.

Bonus: Pro Tips

• “Encourage clients to involve their spouse. If they like and trust you, you’ll get the job.”
• “Ask what they want to discuss with their spouse — this often reveals objections you can handle.”
• “Follow-up is critical. Most of my ‘talk to my spouse’ clients say yes after I check back.”

Quick Reference Scripts

1. Proactive Scheduling:
   “Let’s schedule a time to meet with you and your spouse so everyone’s comfortable.”
2. Empathetic Response:
   “I completely understand. How about I follow up tomorrow after you’ve had a chance to talk?”
3. Clarifying the Concern:
   “What would you like to discuss with your spouse? I’d love to help answer any questions.”
4. Humorous Engagement:
   “Let’s call them now — I believe in you! You’ve got this.”
5. Persistent Follow-Up:
   “When would be a good time for me to follow up? How about Friday morning?”

Make “Let Me Talk to My Spouse” Work for You

This common objection isn’t the end — it’s an opportunity. By involving decision-makers early, responding with empathy, and following up strategically, you can build trust and increase your close rates. Equip yourself with these strategies to handle hesitation and light up your sales this holiday season!