Action Plan 4
DUS Action Plan (4 of 7)
The 3 C's
Our initial aim is to get the client to trust us and sign a letter of authority (LOA-fully explained later).
One of the best approaches we have found to businesses is the 3Cs approach.
This acts as sort of a script for us and answers most of the client’s reservations and it’s easy to remember.
No cost, no catch, no commitment.
First C - Cost
First C is no cost. It costs a business nothing for our services now or later.
NIL, NADA, ZILCH. Our services come at no direct cost to the client. It is important to stress this as they may have had bad experiences or some other companies do charge large fees.
It costs nothing to look and compare prices is usually a good line to use when approaching a new prospect.
Second C - Catch
Second C is no catch. When we have compared prices we will bring them a report (for free). Its essential to stress the price they see is the price they pay (excluding VAT). We don’t change the prices, add to them or put our commission or fee on later. They pay the price shown so if its cheaper than they are paying or their renewal price, they will save money guaranteed.
(The report is covered in more detail later in Energy Module 4)
Third C - Commitment
Third C is no commitment. Again, many clients have previously been hood winked into signing a form and then finding themselves entered into contracts they either never saw, or agreed to and often a more expensive contract. We have to stress there is no commitment at this stage, all we are doing is looking at prices and rates with their permission. We often say, ‘until you see the report with our prices and you are happy with them then, and only then, will we present you with a contract for your agreement’
