I keep running into the same objection: if you only get paid when you find savings, what's stopping you from inflating the numbers? I know our model is totally legitimate but I'm struggling to articulate why in a way that builds trust. How do you handle this?
How Do You Explain Contingency Fees to Skeptical Prospects?
I hear this all the time and honestly it's a fair question. My response: Every finding I present comes with the supporting documentation - the tariff page, the billing detail, the rate schedule. You'll see exactly what the error is and can verify it yourself before we file anything with the utility. I'm not asking you to trust my math, I'm asking you to let me show you the math.
I actually use the contingency model as a selling point. The fact that I work on contingency means I'm only going to pursue real, documentable errors. I can't afford to waste my time on marginal stuff because if it doesn't result in a refund, I don't eat. My incentives are perfectly aligned with yours.
One thing that helps is showing them a redacted sample audit report from a similar client (with permission obviously). When they see the level of detail - specific account numbers, tariff references, billing period analysis - it becomes clear this isn't hand-waving. The documentation sells itself.
The skepticism is actually healthy and you should welcome it. A client who asks tough questions up front is better than one who signs blindly and then disputes your invoice later. I always recommend walking prospects through one specific type of error in detail - pick the most common one in their utility territory and show them exactly how it happens and how you catch it.
These are great approaches. The sample report idea is brilliant - I'm going to put one together this week. Thanks everyone.
Also worth mentioning: some of my best clients were the most skeptical initially. Once they see the first refund check, they become your biggest evangelists.