What Is Your Budget?
This is a question that gets asked in some form in just about every sales conversation. Sometimes the question is never asked. A good consultant will always ask. I know it is uncomfortable to ask, but it is something that must be asked. Even though it can be hard to say, it is one question that should always be asked. My wife watches a ton of HGTV. She is always complaining about the realtor that takes them to the house that is 20% over their budget. The couple falls in love with it, and then either has to find more in their budget or eventually walks away.
Our brains have been conditioned over time to think that the reason the question is being asked is so the people asking can get your entire budget. I went through this with my last home purchase, my realtor did not find the house I ended up buying. She had set the search above what I paid. However, the perfect house just happened to be less than what I had planned to spend. Yea for me.
The Reason For The Question
The purpose of the budget question should never be to get the most from your client, but rather to show them what they can get within their budget. For me, I never want to show my client something that they do not have budget for, so I ask two main things:
1. What do you want your program to look like?
2.What is your budget?
By asking both of these questions I have the ability to build the right program for them from the beginning.
Making sure that everyone is on the same page when it comes to budget will move the process along, and ultimately make sure that the process is smooth and everyone is happy.
DBG Loyalty is a leading innovator in loyalty and rewards marketing. DBG was founded in 2002 because the industry was looking for a trusted technology leader who could develop and establish consumer loyalty programs. DBG has customer relationships which span from the time of inception.
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