Objections
What to say when a prospect says “we do that in-house”
“We do that in-house.”
Most of the people we call are already getting the job done. They’re not sitting around waiting for us.
So we’re not here to talk them out of it. We’re here to see if there’s something they might not know about.
What to do: 3 steps
1. Diffuse
“That’s okay. Most of the time when I call, people are handling this in-house.”
They expected us to tell them why in-house is a mistake. We don’t.
2. Discover
“How’s it been going?”
Listen. Repeat their last few words back with a slight up tone. Or:
“Sounds like you’re happy with how things are going.”
They may say yes. They may tell you what they wish was going better. Either way, they feel heard.
3. Shine a light, with no pressure
“Would you be open to reviewing your options, just to see if there are opportunities beyond what you have now to avoid overpaying on insurance premiums? Not for now. Just so you have it in your back pocket.”
Even better, offer to add to what they have instead of replacing it:
“Sounds like you’ve got this covered. Would you be open to looking at an option for those times when there’s a backlog of podcasts your team can’t get to?”
Nobody has to rip anything out. That makes it a lot easier to say yes.
More on this: We have a vendor for that.
Hear it out loud
Reading it is one thing. Saying it on a live call is another.
- Tongue Tied has my word-for-word answer to “we do that in-house” and 33 other objections, with audio of how I say each one. $47 a set.
- Poke the Bear is my cold calling course, with real calls. $197.
- The Badass B2B Growth Guide is my cold outreach course. $197.
- Training a team? That’s the Selling Without Pitching workshop.
Quick answers
What should you say when a prospect says they do it in-house? Start with “That’s okay. Most of the time when I call, people are handling this in-house.” Ask how it’s going, then offer an option for later or something that adds to what they have, not a replacement.