The number one response I get from prospects is some version of we've never had a problem with our utility bills or our bills are fine. How do you overcome the assumption that if they haven't noticed an error, there isn't one?
Handling the 'My Bills Are Fine' Mindset
I use a simple analogy: When's the last time you caught an error on your cell phone bill? Probably never, right? But that doesn't mean there's never been one - it means billing is complicated enough that errors hide in plain sight. Utility bills are 10 times more complex than your phone bill, with tariffs that change every year. The errors are there - they're just not obvious.
I ask: who on your team actually reads the tariff and verifies each line item against the rate schedule every month? The answer is always nobody. Then I say: that's exactly why errors go undetected. You're paying the bill, not auditing it. There's a difference.
The my bills are fine objection is really just the status quo bias. Nobody wants to admit they might have been overpaying for years. The best way to overcome it is to make the audit risk-free: you pay nothing if I find nothing. That removes the last objection. They're not committing money - they're committing access to their bills, which costs them nothing.
The cell phone analogy is great Walt, I'm stealing that. And the who reads the tariff question is a killer - it really highlights the gap.