Ready for this one?
“ We don’t have any budget for this.”
You get this from companies of all sizes.
Companies with their names on buildings tell you this nonsense!
Here is the reality:
Companies have money.
They don’t seem to have any problem finding cash to stock the pantry or water the plants or have a xmas party or pay ineffective employees…all of which offer no tangible ROI.
Yet they struggle to find money for a vendor who can deliver results?
Priority is the problem: not money.
If you get this from your buyers there are several things to do:
1 – Remember that its nonsense. Why on earth did they agree to the meeting? They know products/services cost money to buy.
2 – Reflect on why this is not a priority for them. I.e. how did you create this through your sales process?
3 – How do you raise this higher on their priority list/agenda so they value investing the money?
4 – Don’t get derailed by it.
A large, well known company recently spent ~$150,000 on a 3 hour BBQ for staff and family…great for staff morale, retention and so forth but if they are spending that kind of money on burgers and drinks then they have money for your solution!
Money is not the problem. You just haven’t convinced them to part with any of it….yet!