Page 234 - Schooley Mitchell Marketing Manual
P. 234

SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
50% is Too Much, 3 Years is Too Long
Script
I’m glad you mentioned that because it’s valuable to explain about why our program is set up this way.
1) First of all, by using the contingency model, we take all of the risk out of it for you. If we don’t find profits for you, you simply get a free audit of your services.
2) We set up our fee this way to compensate for all the work we will do for you including regular audits and reviews each month for the next three years. We stay on top of the market so you don’t have to spend that time and yet you optimize your position at all times – not just once.
3) In reality, we don’t get 50%. We share for 36 months but after that you get all the savings as the dollars continue for you beyond the 36 months. For example, we only get 30% over a five-year period (write it down using $100 of savings)
4) Of course, we have a lot of costs for our audit specialists, our specialized software tools, and documenting best-in-class pricing information, which have to be recovered in our pricing model
5) Overall, I’m motivated to make you as much profit as possible because the more you increase your bottom line then the more I make as well – we certainly have unified goals
6) In addition, we handle management of all implementations which can be a huge time waster for you throughout the three-year period. Most of our clients find the time savings to be just as important as the money we recover for them.
Fall back position
I could consider reducing the percentage if you are OK with extending the term where I will work for you – let’s say 48 months of audits and reviews and I will receive 35% of the savings. In return for reducing the percent- age, how about you promise to give me a letter of recommendation if you’re happy with our work – which I know you will be!
  Manual Revised: April 3 2025 Confidential
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