Getting this response on about 40% of my cold outreach calls: We already have someone who audits our bills or Our energy broker handles that. How do you respond without badmouthing the competition?
Dealing with the 'We Already Have Someone' Objection
That's great - it's smart to have someone looking at this. When was the last time they did a review? Nine times out of ten, the answer is either a few years ago or I'm not sure. Then you can say: Rates and tariffs change constantly. A review from 3 years ago wouldn't catch errors from last year's rate restructuring. Would it make sense to get a second set of eyes on it?
I ask what specifically their current provider covers. A lot of times they have an energy broker who negotiates supply contracts but has never looked at the distribution side of the bill, or the actual rate classification. Different service entirely. When you explain that, the light bulb goes on.
Also, some of my best clients came from taking over after a competitor did a half-baked audit. One manufacturing client in Greenville told me their previous auditor looked at everything and said it was fine. I found $7,800/month in demand charge errors within the first week. Not saying you should trash the competition, but there's a tactful way to suggest that not all audits are created equal.
Great responses here. The energy broker distinction is really important - most business owners don't understand the difference between supply-side procurement and delivery-side auditing. If you can educate them on that difference without being condescending, you've already differentiated yourself from whoever they're currently using.