Presenting tomorrow to a client who's been burned by a previous auditor - apparently they paid $15K for an audit that found nothing actionable. Now they're skeptical of our Georgia Power findings even though we found $73K in legitimate overcharges. How do you overcome pre-existing skepticism and build credibility quickly?
Handling skeptical audiences
Pat, lead with specifics immediately. Don't talk methodology - show them exact billing errors with account numbers, dates, and tariff references. Skeptical clients need proof, not process explanations.
Janice is right. I also bring utility tariff books and show them the exact rate schedules. Nothing beats pointing to the official document and saying 'Here's what they charged you, here's what the tariff actually says.'
For skeptical audiences I always offer to start with just one finding - usually the largest and most clear-cut. 'Let's file this $28K refund claim and see what happens. No additional fees until you're satisfied with results.'
Bob's approach is smart - prove value incrementally. I also acknowledge their past experience upfront: 'I understand you've had disappointing results before. Let me show you exactly why this situation is different.' Addressing it head-on often disarms skepticism.
Randy, I like that direct approach. I also bring references from similar clients - with permission of course. Nothing beats hearing from another customer who was initially skeptical but got great results.
Kirk, do you do formal reference calls or just provide contact info? I've thought about setting up three-way calls but wasn't sure if that would seem too rehearsed.
John, I usually just provide contact info and let them reach out directly. Feels more authentic that way. Though I do give my references a heads up that someone might call. How did your presentation go Pat? Still waiting to hear the outcome.