Do cringe every time you hear that?
When a sales rep asks, your first instinct might be to clam up. Mine is.
As a former CMO, I spent millions on marketing vendors and technology projects over the years. I was frequently in the buyer’s seat and I know how it feels to suspect that somebody is just trying to get as much money of you as possible.
It’s a bit like walking into a car dealership and having the sales person inquire, “So, how much do you want to pay each month?”
When you’re buying services for your business, the budget issue is not about the payments, it’s about value.
Money is a resource, and there’s usually more to be found when something as a priority. There’s always an opportunity to pull budget from other projects to make an important project happen.
If you know you can find the money for whatever initiative you’re considering, you may be convinced that there’s no point in sharing those budget numbers with the person who is sitting in front of you. What’s in it for you, other than a higher fee?
Actually, there’s a lot at stake and it’s worthwhile to be frank. Here are six strong reasons to answer the all-important budget question:
Now, what will you do the next time you’re asked?
If you ever bought a diamond for yourself or someone you love, you probably spent a fair amount of time researching the 4 Cs: Color, Clarity, Cut and Carat weight. These four attributes became the standard for assessing the value of a diamond nearly half a century ago when the Gemological Institute of AmericaRead More
Picture this: You’re in the zone, everything in your business is working perfectly. This is exactly what you’ve been working towards! Now you can finally rest and savor your success. Or not. Perfection is sweet, and fleeting. The moment when everything about your business is going well is also precisely the moment you need to changeRead More
Leadership Lesson: Is that Wrong, or Just Different? I recently returned from my annual trip to Honduras, where I work with a team on construction projects at a children’s home. Every year the team is a different mix of adults and youth who bring various ideas about “the right way” to do things. As we learnRead More
A Fresh Perspective Recently I was at the Inc. GrowCo conference in Nashville. One of the speakers was Bert Jacobs, cofounder and CEO of Life is Good. You probably know the brand. Its cute t-shirts, hats and other merchandise feature the cartoons like “Jake” and pithy, positive sayings. While Life is Good is a brandRead More