Page 232 - Schooley Mitchell Marketing Manual
P. 232
SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
50% is Too Much, 3 Years is Too Long
“We don't get 50% Actually you get all the savings after 36 months. So if we save you $100 per year it works like this:
Your share Our share Total
Year 1
$50
$50 $100
Year 2
$50
$50 $100
Year 3
$50
$50 $100
Year 4
$100 $0 $100
Year 5
$100 $0 $100
Total
$350 $150 (30%) $500
In addition, we handle management of all implementations, which can be a huge time waster for you through- out the three-year period. Most of our clients find the time savings to be just as important as the money we recover for them.
The program is designed not only to recover all of these costs and deliver these benefits but of course to cover my profit as well. I think it's a fair profit for the benefits delivered and I really don't apologize for wanting to earn a profit. However, I am willing to provide with the insurance that you will never be out of pocket. The risk is all mine. Let me give you an eample (story time)."
At this point you are in the strongest position possible. It's time to shut up again.
If they see your point of view, then you should attempt to sign the Service Agreement and continue your fact- finding. If they continue to try to negotiate you should say; “Well, given what I just told you, what would you want to be paid if it was you delivering the service and benefits?” Then, guess what – yep – shut up.
If their response is a reasonable one then you can move towards negotiating the Service Agreement.
You may want to offer to go to 35% with the proviso that it will be for 48 months. There is actually very little difference in return to you but they likely won’t do the math. You also have the ability to position this as a con- tinuing consulting assignment for an additional 12 months for them.
Manual Revised: April 3 2025 Confidential
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