The question of "Getting a Budget" just came up in another topic and I can`t resist starting a topic on this alone. If you are not getting budgets when you try to sell something, a huge opportunity is being missed. File this under "qualifying". I`d be interested in hearing your experiences in trying to get a budget out of a prospective client, techniques you have had success with, failures and obstacles, and final results when you managed to get one and when you did not.
I`ll start it out with one of my favorite stories. I was the sales manager for an audio visual firm. One of our target markets was churches. Projectors, sound systems, all that stuff. We made a call on a small church that wanted to upgrade their sound system. After meeting with the pastor and getting an idea of what they were looking for, we popped the question. "What has the church budgeted for this work?" He responded: "We haven`t set a budget and, for that matter, really have no idea of what this would cost". We told him: "Gee. We could spend $100,000 to do this". "$100,000?! When the board met we only allotted $10,000 to get this done. What can we get for that?". A pastor, in his church, and in front of God and everybody (smile).
Craig M. Jamieson
Sales Results LLC