Let’s imagine you’re talking to a potential client. They passed the dinner date test and you’re in the middle of asking them all types of questions to understand their current situation and desired outcome.
Do you ever ask them how much their budget is? Why or why not?
Some clients don’t openly share this information, but they should. And it’s a very good idea for you to ask.
As an analogy, imagine walking into a car dealership that offers multiple types of brands. When a salesman approaches you, one of the first questions they will ask is what is your budget.
They do this so they know whether to guide you towards the Hyundai section or the Mercedes section. Without this knowledge, how else would they know what you can afford?
Going back to the Salesforce context, there are many ways to deliver a project. As a provider, you’ll make different design choices based on the budget.
For example, for an integration, a low budget would probably result in lots of manual effort. A high budget would allow a fancy middleware with error detection and correction.
The takeaway
In a sales call, don’t be afraid to ask for the client’s budget. While you don’t necessarily need to be under that amount, it will provide an idea of what their expectations are and what kind of solution you can provide.