So, you have a prospect who is interested in your energy broker services. What’s next? Well, you need to ask for a copy of their utility bill in order to properly price their account. The utility bill will show you their rate class, annual energy consumption, utility information, and most importantly, it is required to submit a matrix contract or to obtain a custom price quote from a supplier. Here is the best method to follow when asking your prospect for his/her utility bill:
- Explain Why: It is always best to explain to your prospect why you need a copy of a recent utility bill (you need the information on the bill to properly quote the account, the energy suppliers require a bill copy for pricing, etc.).
- Make It Simple: Some prospects might not feel comfortable giving you their only bill copy. Make sure you have a scanning application downloaded on your phone to quickly scan a copy of the bill. Some of the better mobile scanning apps can be found here.
- Discuss Next Steps: Another great thing to keep in mind when getting a copy of your prospect’s utility bill is to set the right expectations for the next steps of the process. Explain to them that you will submit their bill for pricing and contact them in the near future to present supplier price quotes.
Some prospects could give you some push back when you ask for a copy of their utility bill. Some of the more common objections our salespeople encounter are outlined below with the best way to overcome the objection.