How Can I Get the Prospect’s Budget and Stop Wasting Time? | AskSwenk | Ep #62

By Jason Swenk on May 12, 2015

Are you having trouble getting prospecting clients budgets for new projects? Or feel like you’re just wasting valuable time for you and your team? I’ve got the steps you need to get you through this pain for many agency owners.

4 Quick Tips To Save You Time and Energy Prospecting Clients

If you’ve ever spent time spinning your wheels on a pitch only to find out you weren’t talking to the decision maker, they don’t have the budget, or they have unrealistic time frame then here are four things you need to do right away.

Think of N.B.A.T. before engaging in any new project conversation…

N Need:

Ask what the specific needs are and what specific end results they’re expecting. Ask how this project fits in with the overall company vision. If they need to pull in another person to answer that question, hold onto that nugget of information.


Ask for the the budget. More often than not, you won’t get an actual number so act like a reverse auctioneer… Start with a ridiculously high number saying, “Is your budget $500,000, or $400,000, maybe $300,000…?” They either give you a more realistic range or the name of someone who knows. Hold onto that nugget of information, too!

A – Authority:

Were they able to answer the questions about need and budget? If not, and they gave you an other name or two, then you know who you really need to be talking to.

T – Timing:

Only you know what you can do and how long it takes. You might really want or even need this project but, if the timing has unrealistic parameters you are setting yourself up for failure.

Become an Agency Mastermind

Prospecting clients can be a major pain but I hope these steps improve your processes and get your agency moving more smoothly. This may be only one of a number of processes you need to focus on within your agency to improve it as a whole but I can help you get through all of it.

I can give you advice on what to do when you are presented with new client opportunities as well as the different ways of building agency authority.

Growing your agency can be a major goal for many agency owners. I can show you the different phases of growth you will experience, how placing a process for performance based pricing can be the best pricing strategy for your business and the three questions you need to ask yourself to sell more!

You can also learn about my career and different experiences as well as lots of tips, tricks and insights by checking out my blogs that cover a wide variety of topics.

Check out more from my Ask Swenk series and more of my videos on my YouTube channel. There you will find advice from myself and other agency experts.

Would You Like To Get Access To A Proven Agency Framework For Growing Your Agency?