The most common response I'm hearing is "we already have a web guy". Anyone on here who does SEO or content knows what I'm talking about here - some prospects think that "web" anything is all the same. If you have someone that updates your website, you have everything you need.
We have pitches for this, a lot of edu content on our site and, I feel, a good way to stand out from the pack, but it hasn't been working here. Do you hear this a lot and, if you do, what is your usual response? I'm thinking more proactive efforts may be needed to position us as something MUCH different than "web guys" (we do content - landing copy and inbound stuff).