We are pleased to welcome Jason Fernyhough to the Fidelity Energy team as our new field based Business Development Manager. With extensive experience in the Telecoms market place, B2B, distribution, and channel he has a wealth of experience and an understanding of what our partners need…
“I am thrilled to have joined the team. It is fantastic to have a fresh challenge in a new sector. The most important thing in my experience is to look after your customers and to make sure they have no reason to be looking elsewhere for services.
Every one of your customers uses gas and electricity and if you are not looking after that for them then someone else is! You need to be adding energy to your product portfolio. The best news is that there is money to be made and it is so simple to get started.
It is my role to help my partners engage with their clients and empower them to service their energy needs. Our simple and effective portal makes doing this very straightforward. The portal manages in life contracts, future business and your all-important commission schedules. I am backed by a brilliant team of internal account managers and our tenacious operations team, who all make sure we get your deals done and locked in.
I provide training and support out in the field and the internal team take care of your quotes and bespoke pricing, all you have to do is close the deals – something that is easier than ever with our new docusign e-Contract. If you would like to discuss how I can help you unlock a new and lucrative revenue stream from your existing customer base, with virtually no operational overhead then give me a call on 07988 99 88 99”
As with all sales inevitably you will get objections to the sale, these objections when handled correctly however can give the customer increased confidence and lead to you winning the deal.
There is a well-established way of handing objections, which consists of three key elements:
- Go with the flow – when someone raises an objection don’t be upset, roll with the punches. A initial response like “sure no problem” will often help take the sting out of the initial exchange.
- Normalise the objection – when someone raises an objection they feel uncomfortable and thus if not handled well it can lead to the customer becoming unhappy. Try to make them feel like the objection is one that is often raised and therefore not at all unusual for them to flag it. For example, if a client says “I am not comfortable with a 3 year contract as its too long”, the response would be “sure no problem, long term contracts are often a consideration for my customers”
- It’s about attitude – don’t tell what you cant do, tell them what you would like to before presenting the problems / barriers. For example, “I would love to be able a fixed price in the market for the next three years without the need for a contract, however the energy company will effectively commit to buy the energy for the next three years, that’s how we can prevent the prices from moving.”
There are of course some common objections that raise their heads, so here they are along with some example responses:
– “I am in contract for another 8 months and can’t move to another supplier”
– “Sure no problem, most of the people I talk to are in contract, it’s a good thing as it means you wont be paying high out of contract rates. While I would love to be able to move your supply tomorrow, that of course isn’t possible however what we can do is agree a price today for a contract the starts the day after your current contract expires, we can also manage the whole switch process for you and move you to the new supplier. You won’t need to look at this again and you will have the budget certainty that prices wont rise further on the new contract.
– “I am happy with my current broker”
– “Sure no problem, 80% of UK businesses buy through a broker, however not all customers who use a broker are getting a good deal. Let me ask you, do you know what a good rate on electricity is today? How do you know that the rate you are being shown is the best one out there? If you send me across the bills, I can have a look for you and if you are getting a great deal from your broker I will let you know.
– “What if prices go down when I have a fixed contract?”
– “Sure no problem, that is a question I am asked frequently by my customers. I would of course love to be able to give you lower prices if the market drops, however the way the market works is that we agree the price today for the next 3 years. This is of course protects you should the market rise. If the market does fall we could look to extend you contract and agree a new price from the supplier that starts when your current contract expires. That effectively gives you the best of both worlds.
It’s a good idea to hold a team meeting to ask the team for the common objections and practise how you respond to them. If you need further help feel free to email me.