How can you tailor a presentation to a client with a limited budget?

1 Know your client's goals

Before you start preparing your presentation, you need to understand what your client's goals are, what challenges they are facing, and what outcomes they are looking for. This will help you align your solution with their priorities, and show them how you can help them achieve their objectives within their budget constraints. You can use tools like the SMART framework (Specific, Measurable, Achievable, Relevant, and Time-bound) to define your client's goals and how you will measure your success.

2 Focus on the benefits

One of the most important aspects of tailoring your presentation to a client with a limited budget is to focus on the benefits of your solution, rather than the features or the price. You want to demonstrate how your solution will solve their problems, add value to their business, and generate a positive return on investment. You can use techniques like storytelling, testimonials, case studies, or demonstrations to illustrate the benefits of your solution and how it will impact your client's situation.

3 Address the objections

Another key element of tailoring your presentation to a client with a limited budget is to anticipate and address any potential objections they might have. You want to be prepared to answer their questions, concerns, or doubts about your solution, and show them why it is the best option for them. You can use strategies like the FEEL, FELT, FOUND method (I understand how you FEEL, others have FELT the same way, but they FOUND that...) or the LAER model (Listen, Acknowledge, Explore, Respond) to handle objections effectively and empathetically.

4 Offer options

One of the ways to tailor your presentation to a client with a limited budget is to offer them options that suit their needs and preferences. You can present them with different packages, plans, or scenarios that vary in scope, duration, or deliverables, and explain the pros and cons of each option. You can also suggest ways to optimize their budget, such as bundling services, negotiating discounts, or leveraging partnerships. By offering options, you are giving your client more flexibility and control over their decision, and showing them that you are willing to work with them to find the best solution.

5 Follow up

The last step of tailoring your presentation to a client with a limited budget is to follow up with them after the presentation. You want to reinforce your message, address any remaining questions or concerns, and move them closer to the next stage of the sales process. You can use tools like email, phone, or video calls to follow up with your client, and send them relevant materials, such as proposals, contracts, or invoices. You can also use the follow-up as an opportunity to ask for feedback, referrals, or testimonials, and to build rapport and trust with your client.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?