When a prospect dances around the “budget” question, it’s like standing on quicksand. Solid footing eludes you. The atmosphere crackles with an undercurrent of mistrust. This is not the end of the world; it’s merely a flicker of warning, a red beacon in the night. A nudge to steer the ship away from the rocks and towards calmer waters. It’s a chance to pull up the trust anchor, resetting the voyage to a course of openness and collaboration.

The client might argue, “If I disclose my budget of $80k, you’ll just inflate your quote to match it.” This fear is real, but it’s like peering through foggy glasses. The view is distorted.

Imagine a kitchen remodel. An $80k overhaul isn’t just a fancier version of a $10k facelift. They’re different animals in the same jungle. One is a chameleon, blending in with minimal changes. The other, a roaring lion, transformative, powerful, and impossible to ignore. Their costs, needs, and outcomes aren’t determined by a roll of a dice. They’re meticulously crafted, as unique as fingerprints. They’re not just remodels. They’re solutions, and their cost is dictated by the problem at hand.

When meeting potential clients, it’s akin to a tango. You must move in sync, understanding their rhythm and responding in kind. It’s not just about shaking hands and exchanging pleasantries. It’s about establishing a bedrock of trust. It’s about turning a page quickly, shedding the chrysalis of potential to reveal the butterfly of partnership. It’s about planting a seed of trust and nurturing it to a towering tree of collaboration.

That’s this race’s start line, the symphony’s first note. No assumptions, no disguises, just an open dialogue paving the path to success.

Stephen Boudreau serves as VP of Brand and Community at Virtuous Software. For over two decades, he has helped nonprofits leverage the digital space to grow their impact. To that end, Stephen co-founded RaiseDonors, a platform that provides nonprofits with technology and experiences that remove barriers to successful online fundraising. He is an avid (but aging) soccer player, audiobook enthusiast, and the heavily-disputed UNO champion of his household.

Copyright ©2023 Stephen Boudreau.