We are pleased to announce that as of last week we have secured over £50m worth of energy supplies since our launch 3 years ago.
By changing the way businesses procure their electricity and gas we have been able to empower our partners to service their client needs through our simple and effective portal.
MD John Haw said:
This is a significant achievement for the business and testament to the work the team and our partners have put in. The portal, a set of exclusive renewable energy offers and marketing support are giving our partners an edge in the market. Couple that with their strong customer relationships and it’s a winning formula.
Our recipe for success lies in our proven expertise and leading edge technology which allows us to:
- Buy at the right time by constantly monitoring the market. We can forward buy our clients’ energy at the low points in a constantly fluctuating market.
- Typically save a client between 10 and 20%, and in some cases up to 50% off their current bill.
- Understand a business and tailor our solution to lower usage. Our team of dedicated account managers will work with clients to agree a smart meter roll out. Smart meters can drastically help cut energy bills.
- Multiple suppliers. We contract with 17 major energy companies who all bring different skills and pricing. Prices can vary by 28% between the highest and the lowest quote for each client
- Supplier Vetting: We also heavily vet suppliers we add to the portfolio. We don’t let suppliers with poor service or billing standards into the supply chain.
To find out more contact us
In the current market the devaluation of the currency, an increase in government EMR charges imposed on electricity, plus an 85% increase in oil prices since early 2016 ($28/barrel has risen to $52/barrel – still relatively low compared to the all-time peak of $140/barrel) means an increase in gas and electricity prices for the end user. In a market like this the resounding message to your customers should be to lock in their energy prices today to mitigate the risk of having to procure in a potentially higher market in the future. The prices you can obtain will not only be the cheapest in the market, these prices will be locked in for the period specified, allowing your customers to secure their energy prices long term and avoid any nasty surprises with yearly renewals.
Ask your end user this simple question: If you could have secured your petrol prices for the next 5 years at 99p a litre last year, would you have done so? The answer of course would be yes… the same principle applies with energy. Take a small increase now, secure long term at today’s prices and ensure budget certainty. It is also worth remembering that the current wholesale energy price in the UK is still 60% cheaper than when the markets peaked in 2008, so it shows you the possible upside where the UK energy markets could once again reach over the next 5 years. A good short story to use in relation to this is that recently back in July 2016, British Airways brought all their fuel needs for the next 5 years… If it’s good enough for British Airways, then that’s good enough for me.
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.