Sales Maven Addressing Budget Constraints - Strategies for Successful Client Meetings
Have you ever been to a client meeting where the first words out of their mouth are, "There's no budget"? Don’t let budget constraints make you panic.
Today, Nikki shares strategies to set yourself and the prospect up for success and maybe even earn their business.
We know you need to get paid, but hold off on immediately “blessing and releasing” this prospect. Learn key questions to determine if this prospect has the potential to become a future client and how to respond when budget is an issue.
We’ll also explore how to uncover their motivation for setting up the meeting in the first place, and how to show respect when the person you're speaking with may not want to be there.
You'll discover how to build rapport and move the client from being a "prisoner" to a "learner," then to an "interested party," and eventually to an advocate or ambassador.
Lastly, we’ll cover strategies for maintaining communication and rescheduling once the budget outlook improves.
Listen in for tips on asking insightful questions, engaging the person you’re speaking with as effectively as possible, and keeping the lines of communication open to create a lasting impression—even when they start the conversation with budget constraints.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:42] many business owners face a common challenge: how to effectively navigate client meetings and interactions where there are budget constraints.
[01:02] In a coaching session, one of my Sales Maven Society members asked about this. I knew this would be a good topic to talk about because so many of us run into this.
[02:13] When someone says they have budget constraints, continue the conversation to find what might best serve them. Then discuss possible next steps for addressing the current budget issues.
[03:11] Try to uncover what their motivation was for setting up the meeting in the first place. "I'm curious or is it okay to ask, what prompted this meeting now"?
[04:40] Maintaining and building relationships when the person in the call with you is a "prisoner". What would make this a good use of your time?
[06:16] Reach back out to the boss and let them know what was discussed. Is there anything specific you'd like accomplished?
[07:36] Budgets change. Find an opportunity to have the next chat.
[08:45] You can also send a message before the budget rolls over to the person you had the meeting with and reference your call and share suggestions.
[11:10] It's all about asking insightful questions and engaging the person that you're in conversation with as effectively as possible and maintaining ongoing communication.
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