An objection that a lot of our MSP clients face when pitching to their prospects is that they (Prospects) already have an in-house IT team. If you have also come across this objection as an MSP, then this post is a must-read for you. In this post, we discuss four solid arguments that you can present in front of your prospects to overcome the ‘We already have an IT team’ objection successfully. 

Talk about your Expertise vis-a-vis that of their in-house IT technicians

Your prospect’s in-house IT team may not have all the expertise needed to manage all their IT requirements. Tell them that there are new developments happening in the tech space every day and an MSP like you is better positioned to stay up-to-date with them as IT is YOUR core business.

Flexibility to help them scale

Discuss how bringing you onboard gives your clients the flexibility to scale their IT up or down based on their business requirements without new hiring on the IT front at least. This is especially useful for clients in industries that experience seasonal spikes in their business, such as CPA firms, around taxation times, or retail businesses around the Holidays. 

Lower costs

Talk about how you impact their bottom line by helping them save costs that they would otherwise incur when hiring new IT staff. Bringing someone on payroll involves HR expenses including health insurance, 401 (k) etc., which can be avoided when they sign you up to support their existing IT team. 

Tell them how you can add value to their IT team 

Being busy is not necessarily the same as being productive. Talk about how you can make your prospect’s existing IT personnel more productive but taking the important but time-consuming and mundane tasks like security patches, software updates, backups etc., off their hands. Discuss how you will be enabling their in-house IT technicians to focus on new technology, which will help them become more efficient as a business.

With MSP prospects that already have an in-house IT team, it is not unusual to think they don’t need the services of a managed services provider. So, it is up to you to convince that co-managed IT has its advantages and that shouldn’t strike an MSP off their list completely just because they have in-house IT technicians. 

Did you know? The MSP Advantage Program offers interesting content that you can use to attract the attention of your prospects, and also the tools to help you keep them engaged and finally close? Please visit www.mspadvantageprogram.com to learn more.