How to handle “We already have a guy” at the door (pest control)
It sounds like a dead end. It isn’t. Here’s why pest-control homeowners really say it, three reframes that reopen the conversation, and the one mistake that loses the deal.
It’s a reflex to end the conversation, not a statement that the problem is solved. Most homeowners who “have a guy” are lukewarm on them — they just don’t have a reason to switch yet. Your job isn’t to bash the other company; it’s to find out whether the problem is actually handled.
3 reframes that work
1Check whether the problem is actually solved
“Totally fair — is your current guy keeping the scorpions out back this summer?”
Specific and local. It reopens a closed door by pointing at the result, not the contract.
2Make switching feel effortless
“Makes sense — most folks we help were already with someone. We handle the whole switch, you don’t lift a finger.”
Removes the hidden ‘switching is a hassle’ objection before they say it.
3Anchor on a guarantee, not a discount
“What if we guarantee zero scorpions by that pool, or we come back free?”
Shifts the comparison from price to outcome — where you win.
What not to do
✕
Don’t drop your price the second they hesitate. Leading with a discount signals the only thing you offer is ‘cheaper,’ and trains them to wait for a better number. Anchor on the unsolved problem first — price comes after value.