Five Ways to Get Your Clients to Talk Money

As a digital agency – we share a lot of stories about our great clients, tricks and tips on graphics and development, and operations in keeping our clients happy. But what about landing these clients and creating a solution that really makes sense for their business and their budget? Budget being the topic for today.

As a salesperson, it seems that asking a client about their budget is taboo. Why is money such a touchy subject? And why do clients have such a hard time sharing their budgets with the agency? Is it because as kids we were taught that talking about money was inappropriate? How many of you actually knew how much salary your parents brought home? I bet you didn’t ask because, as we were taught, that would be rude.

In business, especially with custom projects like web design and development, budgets are of utmost importance when it comes to quoting the right solution for a client. Proposing a $100k idea for a client with a $20k budget is a waste of time for both parties.

So, how do we ensure that our clients feel comfortable sharing their budgets with us? Listen, listen and listen some more.

We believe that building a relationship with the client to create trust and a true partnership is the best, and really only way to go. Understanding exactly what their challenges are, how much their problems are costing them now, and how the proposed solution will help them is the only way to make a client feel ‘ok’ with talking about money.

In our business, clients rely on us to come up with strategic concepts that will impact the bottom line of their business. They divulge challenges, share internal issues and count on us for solutions. Why not share the amount of funds allotted to a project or solution so that we can find the right way to help them and direct funds to make the biggest impact?

Some helpful ways that we have created an open, honest money relationship with our clients are:

1. Listen. Stop pitching and start listening. You should know: the who, what, when, where, why and how of the client and their challenges before you start to ‘pitch’ them on your idea or service. Without a full understanding of their problems, you will most likely pitch the wrong solution.
2. What is the problem costing them now? Is the client losing business by not using your solution? Are they paying more than they need to for a similar product or service? Performing a cost analysis is an effective way to tailor a plan of action.
3. Just ask. Asking about a client’s budget in the beginning stages is the best way to start. Meeting with the client several times and putting together a proposal with your best ideas just to find out that you are $50k outside of their budget is definitely not an effective sales strategy.
4. Make it personal. How is their existing system causing your contact personal or professional strife? Is it affecting their productivity? Is it costing them significant time? Reaching out to them on an emotional level will encourage their support of your ideas, and rightfully so, help you alleviate their challenges.
5. Don’t be a know-it-all. Really getting a clear understanding of what your client needs and wants are will more likely close the deal than forcing your ‘solutions’ on them. We work closely with our clients before the contract is signed to put together a win-win solution. The idea of ‘pitching’ ideas that may be way out of line could jeopardize your relationship. Working with clients on a solution that you both feel comfortable with will make their team and budget feel secure.