Occasionally a prospect will ask a direct question about who is on the call with you. This does not happen often — but when it does, you want to be ready with a confident, natural answer. Here is how to handle every scenario.
If They Ask Who the Person Is
Scenario: "Who is this person on the call with you?" You say: "That is [Name] — they are on my technical team. I bring them in whenever I want to make sure my clients get a full and accurate picture of what the platform can do. They know the tech inside out."
Our team says: "Happy to be here. I work with [Your Agency Name] on the implementation and technical side of things." |
If They Ask What Company They Are From
Scenario: "What company are you from?" Our team says: "I work with [Your Agency Name]'s team directly."
You can add: "Yes, they work exclusively with my clients on the technical side. I do not bring in just anyone — they are someone I trust to give you straight, accurate answers." |
If They Ask If They Are a Third-Party Service
Scenario: "Are you an outsourced support person?" Our team says: "I work directly with [Your Agency Name] on implementations and technical support. Think of me as the technical half of the team."
You say: "I built my business model around having strong technical expertise available for my clients. [Name] is part of how I deliver that." |
If the Prospect Seems Suspicious
This is rare — but if a prospect seems uncomfortable or sceptical about having an extra person on the call, here is the best approach:
Do not get defensive. Confidence dissolves suspicion faster than any explanation.
Acknowledge their curiosity warmly — 'I appreciate you asking — I always want you to know exactly who you are talking to.'
Reframe the extra person as a benefit to them — 'Having [Name] on the call means you get two people focused on solving your problem, not just one.'
If the suspicion is persistent and affecting the call, it is okay to let our Solutions Engineer take a step back and let you handle the relationship. They can re-engage on the technical questions when the moment is right.
Remember Confidence is the best protection against suspicion.
Most prospects do not care who is on the call — they care whether their problem gets solved.
If you introduce our team naturally and move forward confidently, most prospects will not give it a second thought. |