And sometimes, the budget is THE constraint to them paying for the value they get from you.
But only sometimes._
And even then, there are ways.**
There’s a big difference between a budget objection and an “I don’t see how this investment pays off” objection. The problem is, they both look and sound the same: “That’s too much.”**
There’s not much you can do about an actual budget objection, where a client’s a financial mismatch for a premium service and literally can’t afford you.
_Well, that’s not true: you can offer them a largely do-it-yourself program for a fraction of the cost.
I do that. You can also make arrangements with a bank to have a loan program _ready . It worked with several of my clients when they worked in one country. I don’t._
](https://click.mailerlite.com/link/c/)
On the other hand, an ROI objection can be dealt with even more easily, since the client has cash, but simply doesn’t see a compelling reason why you are a good investment.
So go and check:
– Maybe they have been burned before, and need more assurances
– Maybe they are playing hard to get to get a discount
– Is the outcome of your service vague to them
– How much would doing nothing cost them
– What do they think your impact would be
Our fear often drives us to see “that’s too much” as a cut-and-dry, final “NO”.
So we walk away, or worse, we discount, when we should be diagnosing further.
And knowing that is half the battle;)