When a client says “I can’t afford it”, that’s rarely what they mean. When a corporate buyer says, “we don’t have the budget for that”, they’re likely spending millions on other stuff every month.
What they really mean is:
- You haven’t excited me enough yet
- I don’t believe I’ll achieve my dreams if I do this
- Sure I could find the money, but not for you
- I’d be in trouble if I spent money on this
- It sounds ok, but not urgent enough
- I don’t like you enough to trust you
- This is a risk I’m not prepared to take
Trouble is, they rarely say any of that stuff.
People are too nice to say those things.
So, they tell pretty lies about affordability and budget.
Of course, it’d actually be “nicer” if they just told the truth, because at least you’d learn what needs improving.
So, for now, you’ll have to take it from me:
Nobody has a budget for coaching or consulting.
But everybody has a budget for making their lives easier, improving their reputation, realising their dreams, and making themselves feel loved, happy and respected.
Listen to what they really want, show them how you can provide it, and the budget will appear.
As if by magic.
See you around,
Jonny
PS: Do you want to be able to open a conversation with any decision-maker, in any organisation which employees people?
I’ve got an updated version of my tell-all eBook all about why they should invest in employee wellbeing, and how it changes the lives of everyone involved.
Type “Wellbeing” in reply to this email, and you can have a copy, with my compliments.