Felber explained that if a client is asked to consider its goals along with its budget, it may realize that budget is unrealistically small. Then, the client may allocate more money to the project or shrink its goals and go with a smaller order.
Patricia Gaffney, owner of RainMaker Sales Support, St. Louis, had another suggestion. "Sometimes you need to let your prospect try their cheaper choices," she said. "But check in on them. Usually you really do get what you pay for. Stay friendly, and when they have tried the others, and you are still chatting with them, they will realize your worth," she explained. "I'm always respectful, telling them that we know we aren't the cheapest, but our quality sets us apart, and that I understand their dilemma. Ask if it's OK to follow up in six months or so, and see how things are going. Become their consultant, even."