How Can I Get the Prospect’s Budget and Stop Wasting Time?
4 Quick Tips To Save You Time and Energy
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.
B – Budget:
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.