Getting this objection more and more: "We already had someone audit our utility bills." How do you handle it? I don't want to bad-mouth the other auditor but I also know that many so-called audits are superficial.
Prospect says they already had an audit done — now what?
I ask two questions. First: "When was the audit done?" If it was more than 2 years ago, tariff changes may have created new errors since then. Second: "What did the audit cover?" Most commercial "audits" are really just rate comparisons. A comprehensive audit covers rate classification, demand charges, power factor, tax exemptions, riders, meter accuracy, franchise fees, and billing calculations. If the previous audit only checked the rate, there's an enormous amount of territory they didn't cover. I frame it as: "A rate check is valuable but it's about 20% of what I do. I'd like to look at the other 80%."
The "20% vs 80%" framing is really effective. Borrowed that on a call last week and it worked perfectly.
Phil's approach is exactly right. The "we already had an audit" objection is actually an opportunity because it means the prospect already understands the concept. They're pre-sold on the idea — you just need to differentiate your service. I use a checklist approach. I ask: "Did your previous auditor check power factor penalties? Demand ratchet clauses? Tax exemption status? Rider calculations? Meter multiplier accuracy?" Most prospects say no to at least three of those.
Used the checklist approach at a meeting today with a warehouse owner in Tulsa. He said his previous auditor only checked the rate. When I listed the other items I check, he said "nobody looked at any of that." Signed on the spot.
Nice work Ed. The checklist differentiator is powerful because most auditors really do only check rate class. We're playing a different game.