If you serve companies, nonprofits, or government agencies, there may be times when you call on them while the money is tight. And because of this, if you’re speaking with the president or another high-level executive, that person may end up telling you, “We don’t have it in the budget.”
If that’s the case, then you can respond in a friendly tone of voice by first saying, “Of course it’s not. That’s why I reached out to you, rather than the other way around.” But from here, how you proceed will depend on whether you’re calling on a profit-seeking company or a nonprofit organization.
So first, in order to use this approach in a profit-seeking setting, you can continue by saying, “I’m fully aware that every well-run business manages its money with a carefully-planned budget. At the same time, though, I’ve also found that the executives of growing, profitable companies like yours use that budget as a flexible guide, rather than a rigid anchor.”
“And you, as an executive, have the option to flex that budget in the best interests of your company’s financial future. Now, what we’ve been discussing here today is the opportunity to provide your company with an immediate and ongoing edge, so that you stand out much more favorably in your future clients’ eyes than your competitors do.”
“So, under these conditions, Mr. Smith, will your budget flex? Or will it remain a rigid anchor?”
Ok. Next, let’s look at a slightly different scenario.
If you’re calling on a nonprofit organization or government agency, say, “I’m fully aware that every well-run organization manages its money with a carefully-planned budget. At the same time, though, I’ve also found that the executives of effective institutions like yours use that budget as a flexible guide, rather than a rigid anchor. That way, you’re able to respond promptly to the public’s rapidly changing needs and help them experience the benefits of new developments as quickly as you can.”
“And you, as an executive, have the option to flex that budget in order to carry out your organization’s mission in the most efficient way possible. Now, what we’ve been discussing here today is an opportunity that will provide immediate and ongoing (support, relief, job creation, access to much-needed resources, or whatever your benefits are) to the public that you serve.”
“So, under these conditions, Mrs. Miller, will your budget flex? Or will it remain a rigid anchor?”
