Page 240 - Schooley Mitchell Marketing Manual
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SCHOOLEY MITCHELL
MARKETING MANUAL
Objections
Contingency Contracts
Other Contingency Based Consultants
“We had a Contingency based consultant look at our energy invoices in the past, and we had a bad experience.”
As with all objections:
Objections are actually an opportunity for us – we can present more facts and strengths about our program
You always start off by addressing the objection with: a) I’m glad you brought that up...
b) That’s a good point...
c) I understand what you mean...
d) We have a lot of clients with the very same concern...
e) I know how you feel, we have a lot of clients that felt the same way, what we found...(this is the feel, felt, found posi- tioning)
f) You never follow up a), b), c) or d) with “but...‟
“Yes, we’ve had a lot of our clients that have had similar experiences. The complaints that they generally lodged with us were:
1) They took our bills, sent us a report, and we haven’t seen them in three years, yet they keep sending us bills
2) Any cost-cutting measures we instituted ourselves resulted in further payments to them even though they had nothing to do with it
3) The billings keep coming but the benefits are hard to determine
At Schooley Mitchell our background is in the Professions, and we have set our business up in a professional manner unlike the companies that have caused you the problems.
First of all, we only sign an agreement with you for three years so our billings don’t go on forever. Our agreement doesn't have an automatic renewal feature like some Contingency Consultants have done
it in the past. However, more important than that, we review your situation every three months to keep bringing you bet- ter and better value. We continue to analyze the market for you to keep driving your
costs down, and to look for better alternatives for you. We don’t just show up once and then invoice you continually.
Secondly, you approve all of our recommendations before anything is implemented, or anything is billed to you.
We know that there are good consultants and bad consultants, and we’re very proud of the professional business we have created for our clients. Many of our clients are so pleased with our services that they renew their agreements after the three years so we can keep bringing them value.”
Points to rehearse:
1) Three years only
2) No automatic renewals
3) We continue to provide service – vigilant optimization
4) You approve our recommendations before they are implemented 5) We bill only for our recommendations that you accept
The Key – Learn these points – it will take you an hour – and then you'll be ready!
   Manual Revised: April 3 2025 Confidential
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