If a prospect tells you that he or she has “got a guy” for IT, you’re not dead in the water. It’s just another objection for you to overcome.
As a salesperson, you’re used to objections by now, aren’t you? In fact, you’ve probably heard many of the common ones time and time again. “I’m happy with my vendor.” “I’m not looking to make a change.” “You’re too expensive.” And when a prospect tells you that “I’ve got a guy for IT,” simply categorize it as an objection and overcome it, even if “that guy” is the brother or nephew of the decisionmaker you’re meeting with.
You do that by taking a similar approach to other common objections. Tell the prospect that the purpose of the meeting is simply to show how companies of a similar size are investing in technology and the results they’re seeing as a result. Always try to sell the value of the meeting.
For example, try this, “Everyone that meets with us says they make at least one change that makes a positive impact on technology, even if they never do business with us.” That will at least snag them for the time being. Then, it’s up to you to figure out what your prospect’s “IT guy” actually does.
When you don’t know something during the sales process, it’s your responsibility to ask questions to find out the answers. For instance, you may not always know immediately what that “IT guy” does for the prospect you’re meeting with, but you can sure find out by continuing to ask questions.
Does he or she simply fix hardware when it breaks? Is anything being done to protect systems and networks? Have cybersecurity best practices been implemented? What about education and training? Being willing to dig deeper for answers enables you to make better decisions during the sales process.
Now, you may feel a bit uneasy about prying into your prospect’s relationship with “that IT guy” but it’s necessary. You’re simply doing your job as a salesperson. You’re moving the conversation forward and trying to determine if there’s a fit.
When you’re doing this, your goal shouldn’t be to come off as superior. (That’s an approach that will certainly get you into trouble.) There’s no need for you to be confrontational or combative during this process. You don’t need to show that you’re more knowledgeable in IT services to win over the business.
You, as an MSP, have process, experience, and experience on your side. It’s nothing against your prospect’s “IT guy.” You’re just naturally on a different level, and if you’re a good salesperson, you can get your point across without actually saying it.
The next time a prospect tells you that “I’ve got an IT guy,” identify it as an objection, ask the right questions, and close the deal.