Scott EmpringhamAI Marketing Strategist | Helping CEOs Scale with AI

💰🤯How the top 1% establish a budget for a new client🤯

14 Oct 2022 · 1 min

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0:53

Short sales-coaching clip (YouTube) by Scott Empringham teaching a technique called 'bracketing' to establish client budgets. The speaker describes the common problem of clients refusing to state budgets, then provides a three-option script (high-end ~10,000/month, mid ~5,000/month, and low baseline option) to prompt the client to self-select an affordable bracket, emphasizing that this works only with genuine expertise and understanding of client needs.

Chapters

I can't get my client to give me a budget, and I'm wasting my time, my company's time, everybody's time. Well, how are you establishing a budget? I ask him, can you tell me your budget? And what does he say? He says, put a proposal together and he'll take a look. What happens next. I put in a bunch of time. I send him the proposal. He tells me I'm too high and he's got to think about it. Here's a better way, and it's called bracketing for budget. And it only works if you really understand the guy's pain points, what he needs, and you truly have expertise in what you're selling. But it's a lifesaver. And here's how it works. Here's what you say. Okay, based upon what we've seen in situations like this before, to address what we've talked about, there's a fortunate few that need all the services, require, and could afford 10,000amonth. Then there are those on a really tight budget that just want to use our baseline services, don't have all the whistles and bells. And then there are those that are somewhere in the middle and require just some of the services and are about 5,000amonth. Assuming you like what you see, which of those sounds most comfortable for you, then say nothing. And when they pick one, you can now begin to address their specific needs with a budget that works for them. Don't make me hit you again.