HOW TO EXTRACT A BUDGET

FROM YOUR CLIENT

BY:-

Ashish B Pawar

Sales, Systematix Indore

ASK THE CLIENT

The most simple and straightforward approach to determining a budget is to

ask the client what they can spend. Rather than spending hours working up a

proposal for work the client might not be able to afford, try to find out their

budget from the start and work from there. Jobs can often be done in stages or

at different costs. Variables can be changed such as the paper used, inks,

features on a website and more. Therefore, a lower budget doesn’t necessarily

mean the work can’t be done.

WHAT IF…..

What if a client won’t reveal their budget? In that case, you will often have to simply quote

what the job is worth based on the work requested. If you want to avoid working up a long

proposal with the possibility of no return, considering giving the client an estimate towards

the beginning of the project. Keep a large range and explain it is only an estimate and that

you will provide a more detailed quote. This will give you an idea of what the client can

spend based on their reaction.

LET’S TALK SOME MORE……When They Won’t Give You a Budget…..

“BEING SECRETIVE ABOUT YOUR BUDGET WILL NOT HELP YOU GET THE BEST PRICE, SOLUTION, OR PARTNER.”

ASK WHAT THEY SPENT LAST TIME

If your client is redesigning, ask them what they spend on their last

website. They might be more inclined to talk about what they spent on

the previous project and their expectations going into this project in

regards to budget.

TRY A MINI-PROPOSAL FIRST

“OK, I understand you can’t provide the budget. So I’m going to

work up some numbers and a brief scope of work, and then

present it to you before doing a full-fledged proposal. If the

numbers work, I’ll go ahead. If not, I won’t.”